Territory Sales Manager

Role Objective:  Achieve and exceed sales targets in the assigned territory by effectively implementing sales strategies to cultivate a positive image of USV

KEY RESPONSIBILITIES

Sales Management

• Execute a go-to-market sales strategy for the assigned territory

• Achieve and exceed assigned targets and implement a plan of action to bridge any gaps 

• Execute primary sales planning and distributor management for General Trade 

• Increase sales volume by identifying and pursuing new business opportunities with key customers

• Conduct regular customer visits to proactively identify and address queries to ensure customer satisfaction

• Operate all schemes and promotional activities as per prior approvals and discussions during review meetings

• Ensure optimal merchandising and strategic product placement in retail stores

• Conduct regular inventory checks and sales data analysis

• Implement and track effectiveness of promotional and marketing activities and campaigns 

• Document outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) periodically for audit purposes

• Settle distributor and outlet claims within the stipulated time frame after validation 

• Submit No Objection Certificates (NOCs) from distributors periodically to Area Sales Manager

• Assist in new product launches to ensure their success, from availability phase to the promotional phase

• Maintain accurate records of sales activities, customer interactions, and market data

• Participate in induction and central training programs, cycle meetings to understand campaigns and processes

Channel Management and Stakeholder Engagement

• Develop and implement a territory coverage plan in consultation with the Area Sales Manager

• Participate in regular meetings with key accounts, distributors, and channel partners as part of governance

• Ensure optimal placement of products and implement successful sell-out of new products

• Monitor the stock levels and ensure availability of supply to distributors

• Maintain channel hygiene while implementing sales plans

• Foster strong relationships with key accounts, distributors, suppliers and channel partners

People and Culture

• Adhere to and ensure Credo values are demonstrated

• Attend mandatory training as published by the L&D team 

• Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets

STAKEHOLDER INTERACTION 

Type of Interaction: Internal

Interaction with: Territory Sales Manager, Area Sales Manager, Functional Teams of Finance, Supply Chain, Procurement 

Nature of Interaction: Effective communication in connection with instructions, requests or normal work tasks, motivating the team, handling escalations

Type of Interaction: External

Interaction with: Customers /CFAs / Distributors /Retail outlets/Channel Partners

Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients 

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Must have minimum of 5 – 8 years of overall experience with 5 years in General Trade and FMCG sales

• Possess relevant functional and process knowledge, regulatory aspects, and updated knowledge of advancements in his / her area of work

Academic Qualifications & Certifications

• Educational Qualification:  Graduation in any field is required