TSM - B2C - Bangalore

Role Title: Territory Sales Manager (TSM)
Function/Department: Sales
Band/Level: Manager
Reporting To: Area Sales Manager (ASM)

The Territory Sales Manager is responsible for delivering sales targets within the assigned territory by driving both primary and secondary sales growth. The role focuses on expanding market coverage, increasing outlet productivity, strengthening distribution networks, improving product availability, onboarding new outlets, and providing actionable market intelligence to support business growth.

• Achieve business objectives and sales targets within the assigned territory while adhering to established sales processes.
• Ensure an active and effective distributor network across the territory.
• Identify, develop, and expand business opportunities in both existing and new markets.
• Analyze market trends and proactively address business challenges and growth opportunities.
• Support the ASM in managing distributor and channel partner relationships.
• Enhance distribution reach by increasing both width and depth of product availability.
• Drive secondary sales growth through improved retail outlet performance.
• Increase retailer engagement and awareness while onboarding new outlets as per business plans.
• Strengthen product portfolio penetration through effective range selling initiatives.
• Support activation and development of new sales channels as required.
• Monitor competitor activities, including pricing, schemes, promotions, and product launches.
• Drive new outlet acquisition and business development within the territory.
• Conduct regular market intelligence and competitor benchmarking to identify growth opportunities.
• Maintain regular engagement with distributors, retailers, and other stakeholders to ensure business objectives are met.

Performance will be evaluated based on the following measurable deliverables:

• Achievement of primary sales targets versus assigned goals.
• Achievement of secondary sales targets versus assigned goals.
• Distributor network setup and activation against planned targets.
• Distribution achievement of priority and high-focus SKUs versus targets.
• New outlet acquisition and activation against business plans.
• Adherence to secondary work-input parameters, including beat compliance and productive market working time.
• Performance on secondary work-output parameters such as outlet productivity, successful call rate, and distribution depth and width.
• Effectiveness of range selling and outlet coverage initiatives.
• Quality and timeliness of market and competitor intelligence shared with management.

Educational Qualification

• Graduate in any discipline.

Experience

• 3 to 6 years of overall sales experience.
• Prior experience as a Territory Sales Incharge (TSI), Sales Officer (SO), or equivalent role in a reputed FMCG, FMCD, or FMEG organization.

• Strong goal orientation with a proven track record of consistently achieving sales targets.
• Results-driven mindset with excellent planning and organizational skills.
• Strong sales, negotiation, and relationship management capabilities.
• High energy, enthusiasm, and the ability to build long-term relationships with distributors, retailers, and key customers.
• Strong market knowledge with good understanding of local geography and trade dynamics.
• Excellent analytical and problem-solving skills.
• Ability to identify growth opportunities and execute business development initiatives effectively.
• Strong stakeholder management and communication skills.
• High level of market presence and regular engagement with customers and channel partners.