Territory Sales Manager (TSM)

Location: Kannur

Requirements:

Minimum 7+ years of FMCG sales experience

Proven expertise in wholesale sales and team management

Strong leadership and distribution management skills

Sales Planning and Execution

• Develop and execute a comprehensive sales blueprint for the assigned territory.
• Achieve primary and secondary sales targets on a monthly basis.
• Expand market share and drive sales growth by enhancing product penetration and coverage.
• Ensure timely and accurate order execution, from placement to billing and delivery.

Distributor and Channel Management

• Directly manage distributor, ensuring optimal investment, infrastructure, and active involvement in business development
• Appoint and on-board new distributors as required and ensure their alignment with company standards.
• Monitor distributor payments for primary billing as per PDP and ensure collections are timely and compliant with company terms
• Ensure all distributors are doing secondary billing through the company’s software and maintain billing accuracy with zero gap against sales order.
• Market Development and Retail Engagement
• Expand the retailer network by focusing on General Trade outlets and identifying and onboarding new outlets for competitive reach
• Develop relationship with top outlets and explore opportunities to partner with alternate channels
• Increase counter share through targeted engagement with key retailers.
• Implement range selling and ensure optimal product placement to minimize damage returns and maximize sales.
• Plan and execute promotional activities to enhance brand visibility and drive product awareness

Team Management and Support

• Manage Sales Officers (SOs) and monitor their daily work to ensure alignment with company objectives and targets.
• Track SO performance, support them in achieving their targets, and help them maximize their incentive potential.
• Support SOs in implementing trade schemes, resolving retailer or distributor issues, and maintaining effective market coverage.
• Conduct joint market visits with SOs daily to provide on the job training, feedback, and motivation to maintain high performance.
• Foster alignment and accountability by conducting daily huddle calls with SOs and holding standard weekly performance score card reviews.

Market Feedback and Competition Monitoring

• Act as a link between the market and the company by providing regular feedback on market trends, customer insights, and competition activities.
• Monitor competitor strategies and provide actionable insights to counter them effectively.

Financial and Credit Control

• Oversee market credit and ensure collections are timely and within agreed terms.
• Ensure distributors follow proper credit discipline and align with company policies.

Technology and Reporting

• Leverage company-provided mobile applications for sales analytics, and market updates.
• Use Microsoft Excel and AI tools for detailed analytics and efficient reporting.
• Submit timely and accurate reports on territory performance and competition info.

What do we look for at Intergrow?

• Educational Qualification: MBA preferred
• Willingness to learn and develop skills in team management, market expansion, promotional execution, and distributor management.
• Interest in General Trade, B2B accounts, and Distributor operations with a keen eagerness to understand and adapt to market dynamics.
• Strong analytical and planning abilities to support sales strategies and business growth.
• Leadership potential with a proactive mind set to collaborate with and support the sales team.
• Basic proficiency in Microsoft Excel and an openness to learning AI tools for data-driven decision-making.
• Good communication, reporting, and problem-solving skills with a focus on continuous improvement.
• Ability to handle objections and challenges effectively under guidance.
• Understanding of financial operations related to distributor management, with a willingness to learn credit monitoring and control.

Job Type: Full-time

Pay: ₹34,000.00 - ₹40,000.00 per month

Benefits:

• Health insurance
• Provident Fund

Schedule:

• Day shift
• Morning shift

Supplemental Pay:

• Performance bonus

Work Location: In person