Territory Sales Manager

ID: TO-SBD-001

Location:

Reports To:

Type:

Role Summary:

The Territory Sales Manager (TSM) will be responsible for driving revenue and market expansion in their assigned geographic zone. This role requires direct field management, distributor coordination, and deep relationship-building with retailers and institutional clients. As a frontline brand representative, the TSM ensures that Tirra Origins’ products reach the right markets with the right positioning and volume.

About Tirra Origins

Tirra Origins is a purpose-driven company focused on building ethical, scalable solutions in the agri-value and food innovation space. We blend tradition with innovation, rooted in sustainability and a deep respect for those who grow, harvest, and consume. Our mission is to uplift farming communities, deliver premium products, and reimagine the future of traceable, high-integrity sourcing.

Life at Tirra Origins

We are a growth-stage company where experimentation, ownership, and trust define the work environment. Our team thrives on cross-functional collaboration, personal accountability, and collective wins. With flexible work models (onsite, hybrid, and remote based on role), quarterly wellness days, peer learning, and a strong culture of mentoring, we believe in growing people alongside the business.

Workplace Culture & Benefits

• Role-based hybrid work options
• Structured 6-day workweek (Mon–Sat, 9:30 AM to 6:30 PM IST)
• Founders-led learning tracks and cross-functional exposure
• Performance-linked growth paths and transparent reviews
• Company wellness days and mental health check-ins
• Early ownership opportunities and flat decision-making structure

Key Responsibilities

• Develop and execute territory-specific sales plans aligned with company objectives
• Identify new business opportunities, open new retail counters, and drive market penetration
• Onboard and manage distributors, stockists, and channel partners
• Track and monitor sales performance, forecasting, and budget adherence
• Conduct regular market visits and field audits to assess brand visibility and competition
• Implement trade promotions, schemes, and offers based on seasonality and demand cycles
• Liaise with the Marketing team for BTL activations, POS material deployment, and regional campaigns
• Submit daily/weekly/monthly reports and dashboards to sales leadership
• Provide feedback to internal teams on customer behavior, competitive intelligence, and SKU-wise performance

Required Qualifications

• Bachelor's degree in Business, Marketing, or related field
• 4–6 years of field sales experience in FMCG, Agri, or Food & Beverage sectors
• Proven track record of achieving sales targets and expanding territory
• Strong interpersonal and negotiation skills
• Proficient in using CRM software and MS Excel
• Must possess a valid driver’s license and be willing to travel extensively

Preferred Skills

• Language proficiency in Malayalam, English, and Hindi
• Experience with modern trade and institutional sales
• Familiarity with agricultural or export-grade food categories is a plus

Key Performance Indicators (KPIs)

• Monthly sales volume and revenue targets achieved
• Territory coverage (new outlets added, SKU movement)
• Distributor and retailer satisfaction index
• Scheme utilization efficiency
• Claim settlement turnaround time

Key Result Areas (KRAs)

• Territory Sales Growth & Expansion
• Channel Development & Distributor Retention
• Retail Network Penetration
• Trade Promotion Execution & ROI
• Cross-Departmental Coordination & Reporting Discipline