Sr Territory Sales Executive

Job Title: Territory Sales Executive – Food Services Channel Department: Sales & Distribution Reports To: Area Sales Manager Experience: 2–4 years Industry: FMCG / Food Services Role Purpose: To drive primary and secondary sales within the assigned territory, ensuring market penetration, distribution efficiency, and consistent growth in both On-Premise and Institutional channels in alignment with company goals. Key Responsibilities:1. Sales Execution & Target Achievement Achieve Primary & Secondary sales targets as per business objectives. Expand and manage a strong network of channel partners to enhance reach and availability. Increase Food Services (FS) outlet coverage and improve range selling and order fulfillment. Maintain high service levels and ensure commercial hygiene in transactions. 2. Market Development & Forecasting Identify new market opportunities, customer segments, and local activation ideas. Provide accurate and timely inputs for demand forecasting through regular sales analysis. Benchmark competitor activities and support in strategy adjustments. 3. Market Execution Planning Prepare and follow day-wise Market Journey Plan (MJP). Submit weekly activity and performance reports to the ASM. Execute and monitor promotions, visibility plans, and brand activations. 4. Channel & Distributor Management Ensure timely communication with distributors for stock conversion, dispatch, and delivery. Monitor distributor performance, ROI, and overall distribution health indicators. Coordinate with the Finance team for claim settlements, pricing, and account reconciliation. Critical Success Factors: Achievement of monthly sales targets Expansion of FS outlet base and increased product usability Effective distributor management and timely stock availability Strong customer relationship building and retention Market responsiveness and promotional effectiveness Qualifications & Experience: Graduate / Postgraduate in Business, Marketing, or related field 2–4 years of experience in the Food Services / FMCG industry Proven track record in handling territory sales, preferably in B2B or institutional distribution Key Skills & Competencies: Deep understanding of distribution models in the food service channel Excellent knowledge of sales metrics – coverage, visibility, ROI, etc. Strong communication, negotiation, and interpersonal skills Competitor mapping and benchmarking experience Proficient in data analysis and forecasting tools (Excel, PowerPoint, etc.) Customer-centric with a problem-solving attitude