Territory Sales Officer

Role: Territory Sales / Officer Standalone Modern Trade

Company: Sweet Karam Coffee India Pvt Ltd

Location: Chennai + Coimbatore

Key Responsibilities

Account Management & Business Growth:

Manage and drive revenue growth in assigned Standalone Modern Trade (SMT) outlets like

Namdharis, Ratnadeep, Modern Bazaar, MK Retail, etc.

Handle all aspects of the MT distributor network, including appointment, ROI planning, performance

tracking, and execution processes.

Drive secondary sales targets while ensuring timely stock replenishment and minimal returns.

Execution & Visibility:

• Ensure high-quality execution of monthly/quarterly trade promotions, in-store activation, new

product launches, and display drives.

• Work with merchandising partners to ensure planogram adherence, FIFO-based stock

rotation, and stock freshness.

Distributor Management & Operations:

• Create and manage Distributor ROI sheets and ensure distributor profitability within market

norms.

• Streamline order-to-cash processes, claims, and schemes through Distributor Management

System (DMS) and other sales tools/platforms.

• Provide regular inputs to distributors to improve efficiency, reduce wastage, and ensure

visibility investments are properly executed.

Relationship Management:

1. Maintain strong relationships with category buyers, store managers, and distributor sales staff

to influence shelf space, order frequency, and visibility.

2. Handle on-ground execution support and local negotiation of secondary displays and

sampling activations.

Sales Planning & Reporting:

• Use DMS and Excel-based tools to update and track store-wise sales performance, offtake

trends, inventory movement, and claims.

• Provide weekly dashboards and action plans based on store-level and beat-level insights.

New Store Onboarding & Range Expansion:

• Identify high-potential outlets and oversee the end-to-end onboarding of new standalone MT

stores.

• Drive range-selling and increase SKU depth per store through targeted sales push and

tactical offers.

Market Intelligence & Competition Tracking:

• Monitor competitor activities including pricing, schemes, product placement, and consumer

feedback to feed into local sales strategies

Education & Experience:

Graduate /MBA preferred

2–5 years of experience in FMCG retail/modern trade, preferably with a focus on standalone MT

formats

Experience in managing MT distributors and familiarity with DMS systems is mandatory

Skills & Competencies:

• Fluency in the local language, along with proficiency in Hindi/Tamil and English, is essential

• Strong interpersonal skills with the ability to build relationships across store and distributor

networks

• Data-savvy, hands-on with Excel, DMS, and sales tracking tools

• Self-driven, entrepreneurial mindset with high ownership and execution capability

• Comfortable with local travel (up to 50%)Role & responsibilities