Territory Sales Manager

2 weeks ago

surat, India TCP Corps Full time
  • Job description ofTerritory Sales OfficerTSO
  • Jobtitle: Territory Sales OfficerTSO
  • Department: Sales
  • Reports to: Territory Sales ManagerTSM
  • Matrix: AreaSales ManagerASM Regional SalesManagerRSM.
  • Summary:
  • TheTerritory Sales Officer (TSO) plays a vital role in driving salesand distribution of FMCG (Fast Moving Consumer Goods) productswithin a designated territory. You will be responsible for buildingstrong relationships with customers achieving sales targets andensuring optimal product visibility andavailability.
  • KeyResponsibilities:
  • Develop andimplement territoryspecific sales plans to achieve assigned salestargets for volume and value across all productcategories.
  • Prospect and acquire new customerswhile maintaining and strengthening relationships with existingaccounts.
  • Manage distributor and retailernetworks to ensure timely deliveries optimal product placement andappropriate inventory levels.
  • Conduct regularmarket research to stay updated on industry trends competitoractivity and customer needs.
  • Effectivelycommunicate the value proposition of company brands and products tocustomers acting as a brand advocate.
  • Planexecute and monitor promotional activities merchandising strategiesand instore displays to maximize salesimpact.
  • Prepare accurate and timely salesreports analyse performance metrics and identify areas forimprovement.
  • Manage customer credit effectivelyand ensure timely collection of payments.
  • Buildstrong relationships with key stakeholders across differentdepartments within the company.
  • Ensureadherence to all company policies procedures and relevant industryregulations.
  • Key Results Areas(KRAs):
  • SalesGrowth: Achieve and exceed assigned sales targetsfor volume and value across all productcategories.
  • Customer Acquisition& Retention: Develop and maintain strongrelationships with existing customers while actively prospectingand acquiring newaccounts.
  • DistributionManagement: Effectively manage distributors andretailers to ensure optimal product placement inventory levels andtimely deliveries.
  • MarketKnowledge & Insights: Stay informed aboutmarket trends competitor activity and customer needs to develop andimplement strategic salesplans.
  • BrandAdvocacy: Champion the company brand and productseffectively communicating their value proposition tocustomers.
  • Trade PromotionExecution: Ensure successful execution ofpromotional activities merchandising strategies and instoredisplays to drive sales.
  • SalesReporting & Analysis: Regularly prepareaccurate sales reports analyse performance metrics and identifyopportunities forimprovement.
  • CollectionManagement: Manage customer credit effectively andensure timely collection ofpayments.
  • RelationshipBuilding: Build strong relationships with keystakeholders across different departments within thecompany.
  • Compliance &Regulations: Ensure adherence to all companypolicies procedures and relevant industryregulations.
  • Key PerformanceIndicators(KPIs):
  • SalesTarget Achievement: Percentage of assigned salestargets achieved (volume &value).
  • New CustomerAcquisition: Number of new customer accountsacquired.
  • Customer RetentionRate: Percentage of existing customer baseretained.
  • Distributor &Retailer Performance: Inventory turnover rate orderfulfilment accuracy product visibility instores.
  • Market ShareGrowth: Growth in market share within the assignedterritory.
  • Sales ConversionRate: Percentage of leads converted intosales.
  • Sales PipelineManagement: Value and volume of the salespipeline.
  • CollectionEfficiency: Percentage of ontime paymentscollected.
  • Sales ReportingAccuracy & Timeliness: Timely submission ofaccurate sales reports.
  • CustomerSatisfaction Score: Customer satisfaction ratingsbased on feedbacksurveys.
  • Qualifications:
  • Education:
  • Bachelors degree in business administration Marketing or a related field(preferred).
  • Experience:
  • 4years of experience in FMCG sales (highlydesirable).
  • Proven track record of exceedingsales targets.
  • Skills &Knowledge:
  • Excellentcommunication interpersonal and negotiationskills.
  • Strong analytical and problemsolvingabilities.
  • Ability to build and maintain strongrelationships with customers.
  • Proficiency inMicrosoft Office Suite (Word ExcelPowerPoint).
  • Indepth knowledge of FMCG industrytrends and best practices.
  • Excellent timemanagement and organizationalskills.
  • Additional DesirableSkills:
  • Experience in workingwith distributors and retailers.
  • Experience inbrand promotion andmerchandising.
  • DesiredCertifications:
  • FMCG SalesCertification (a plus).

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