Territory Sales Manager

Job Summary:

The Territory Manager – Sales and Distribution is responsible for achieving sales targets, managing distribution channels, launching new products, expanding market share, and maintaining excellent relationships with channel partners and retailers within a defined geographical area (territory). The role ensures effective execution of sales strategies and optimization of product availability to maximize revenue and brand presence.

Key Responsibilities:

1. Sales and Revenue Generation

• Achieve monthly, quarterly, and annual sales targets.

• Drive sales through distributor and retail networks.

• Identify new business opportunities and areas for growth within the territory.

• Analyze sales data and market trends to adjust strategies as needed.

• Launch of new products and related market activities.

2. Channel Management

• Appoint, develop, and manage distributors and stockists.

• Monitor distributor performance and ensure compliance with company policies.

• Ensure timely placement and replenishment of orders.

• Negotiate trade terms and resolve channel conflicts.

3. Market Development

• Ensure effective market coverage and availability of products at retail outlets.

• Conduct market visits and ensure retail execution standards (visibility, merchandising).

• Provide feedback on competitor activities and market dynamics.

• Sampling activities for promoting product ranges.

• Executing retailer tie-ups

4. Team Coordination & Support

• Lead and guide sales representatives or field executives.

• Recruiting filed sales team.

• Provide regular training and motivation to team members and distributors’ staff.

• Conduct joint market working with field team to improve productivity.

• OJT for filed sales team and to drive them against organization objectives

5. Reporting and Analysis

• Maintain and submit timely reports on sales performance, market feedback, and competitor activity.

• Use CRM or sales software for order tracking and customer management.

• Provide inputs for sales forecasting and planning.

Key Requirements:

• Education: Bachelor’s degree in Business, Marketing, or related field. MBA preferred.

• Experience: 3-5 years of experience in FMCG/Consumer Goods/Pharma/Telecom sales, preferably in a territory or channel management role.•