Territory Sales Manager

3 weeks ago

Mumbai, India Tata Consumer Products Full time

What are the Key Deliverables in this role ?

Financial Outcomes

  • Drive Primary & Secondary Sales in the territory in line with the business objectives of the company.
  • Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory.
  • Secondary sales (Retail Distribution) – Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory.

Customer Service

  • Increase distributor footprint, effectively engage distributor with complete adherence to process compliances.
  • Prepare market execution plan (day-wise MJP) & submit weekly reports.
  • Provide ground-level inputs for promotions, local activations & demand forecasting exercise.

Internal Processes

  • Demand forecasting – Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory.
  • Claim management - Ensuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines.
  • Timely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery.
  • Co-ordination with Finance team for accounts settlement and claims management.

Innovation and Learning

  • Build capability of the indirect sales force by communicating and reviewing their delivery against expectations and enhancing their sales skills by conducting market work with them & regular training.

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