Territory Sales Manager

Job Summary

Territory Manager – Sales and Distribution

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 new products and execute 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 regular market visits and ensure retail execution standards (visibility, merchandising).
• Provide timely feedback on competitor activities and market dynamics.
• Execute sampling activities to promote product ranges.
• Drive and manage retailer tie-ups.

4. Team Coordination & Support

• Lead and guide sales representatives or field executives.
• Recruit and build a field sales team.
• Provide regular training and motivation to team members and distributor staff.
• Conduct joint market working with the field team to improve productivity.
• Deliver on-the-job training (OJT) to field sales teams to drive organizational 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 relationship 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.
• Prior experience in territory or channel management roles preferred.

• Skills:

• Strong negotiation and communication skills.
• Proficiency in MS Office and sales reporting tools.
• Ability to analyze data and make strategic decisions.
• Leadership and team management capabilities.
• Willingness to travel extensively within the assigned territory.