SALES MANAGER

Terms of Reference (ToR)

Purpose of Role:
To lead and execute the sales strategy across assigned territories, drive revenue growth, manage field teams, and build strong relationships with retailers and distributors.

Core Responsibilities:

• Develop monthly and quarterly sales plans by zone and region
• Recruit, train, and supervise Sales Executives and field staff
• Monitor secondary sales, outlet coverage, and order volumes
• Coordinate with marketing for schemes, promotions, and launches
• Analyze competitor activity and market trends
• Ensure CRM updates, reporting accuracy, and compliance
• Collaborate with operations for delivery and stock alignment
• Promote digital tools (e.g., WhatsApp catalogs, order apps) among retailers

Key Result Areas (KRA)

Area

Description

Sales Target Achievement

Meet monthly and quarterly revenue goals by category and territory

Outlet Expansion

Increase number of active retail outlets and geographic coverage

Team Management

Build and retain a high-performing sales team

Market Intelligence

Provide insights on competitor pricing, schemes, and consumer behavior

Promotion Execution

Ensure proper rollout of schemes and visibility campaigns

Retailer Engagement

Maintain strong relationships and satisfaction levels among top outlets

Reporting & Compliance

Submit accurate reports and adhere to company policies

Key Performance Indicators (KPI)

KPI Metric

Target / Frequency

Measurement Method

Monthly Sales Volume

₹[5,00,000] per zone/region

ERP / Sales Dashboard

Outlet Activation Rate

+10% new outlets per quarter

CRM / Field Visit Logs

Sales Team Productivity

Avg. 15 visits/day per executive

GPS / Daily Call Reports

Scheme Execution Compliance

100% coverage in target outlets

Field Audits / Retailer Feedback

Retailer Satisfaction Score

≥ 85% satisfaction rating

Quarterly Surveys / NPS

Competitor Intelligence Reports

1 report/month

Submitted to MD / Marketing

Training Hours per Executive

≥ 8 hours/quarter

HR Records / Training Logs

CRM Update Timeliness

100% daily updates

CRM Backend Audit

Tools & Support Provided

• Mobile CRM or sales tracking app
• Retailer database with segmentation
• Monthly scheme calendar from marketing
• Sales dashboard access for real-time tracking
• Training modules for onboarding and upskilling

Job Type: Full-time

Pay: ₹10,931.88 - ₹49,537.70 per month

Experience:

• B2B sales: 2 years (Required)

Willingness to travel:

• 100% (Required)

Work Location: In person

Application Deadline: 20/10/2025