Territory Sales Manager

Our Expectations from the Role :

1. Sales Planning and Execution

   : Develop and

   implement a sales strategy

   for the territory, achieving monthly sales targets while enhancing product penetration and ensuring timely order execution.

2. Distributor Management

   : Oversee

   distributor performance

   , ensuring optimal investment and alignment with company standards; onboard new distributors as needed.

3. Channel Management

   : Monitor

   distributor billing

   accuracy and ensure compliance with payment terms while maintaining effective software usage for billing.

4. Market Development

   : Expand the retailer network by

   onboarding new outlets

   , focusing on general trade, and building relationships with key retailers for increased market reach.

5. Retail Engagement

   : Implement

   range selling strategies

   to enhance product placement, minimize returns, and execute promotional activities to boost brand visibility.

6. Team Management

   : Supervise Sales Officers (SOs), track their performance, and

   provide support to help them achieve targets

   and maximize incentives.

7. Training and Support

   : Conduct joint market visits to

   offer on-the-job training

   , feedback, and motivation, ensuring alignment with company objectives.

8. Market Feedback

   : Serve as a liaison between the market and the company by

   providing insights on market trends

   , customer needs, and competitor activities.

9. Financial Oversight

   : Manage market credit to ensure timely collections and

   adherence to credit policies

   among distributors.

10. Technology Utilization

    : Use

    mobile applications for sales analytics

    and reporting; leverage tools like Microsoft Excel for detailed performance analysis.

11. Reporting

    :

    Submit accurate reports on territory performance

    , including competition insights, to inform strategic decisions.

12. Continuous Improvement

    : Regularly

    assess strategies based on performance metrics

    to adapt and optimize sales approaches effectively.

What do we need to deliver the role :

Attitude

• Customer-Centric Mindset

  : Prioritize customer satisfaction and relationship building to

  foster loyalty

  and repeat business.

• Results-Driven

  : Maintain a strong focus on

  achieving sales targets

  and company objectives.

• Adaptability

  : Be open to change and

  flexible in adjusting strategies

  based on market dynamics.

• Team-Oriented

  : Collaborate effectively with team members and

  support their growth and success.

Skills

• Communication Skills

  : Exhibit strong verbal and written communication abilities to

  convey ideas clearly

  and persuasively.

• Leadership

  : Demonstrate the capability

  to lead, motivate, and develop

  a team of sales representatives.

• Analytical Skills

  :

  Analyze market trends, sales data

  , and competitor activities to inform strategic decisions.

• Negotiation

  : Effectively negotiate terms with clients while

  balancing customer needs with business profitability

  .

• Problem-Solving

  :

  Address challenges proactively

  and find effective solutions in dynamic environments.

Knowledge

• Sales Techniques

  : Have a deep understanding of

  effective sales strategies

  and techniques relevant to the FMCG industry.

• Market Knowledge

  : Stay informed about

  market trends

  , customer preferences, and competitive landscape within the assigned territory.

• Product Knowledge

  : Possess comprehensive knowledge of the

  companys products

  to effectively communicate their value to customers.

• Technology Proficiency

  : Utilize

  sales analytics tools

  , FA Application, and Microsoft Office for reporting and performance tracking.