Territory Manager

Company Description

JL Morison India Ltd. is an FMCG company based in Mumbai, India. With over 80 years of experience, J L Morison is dedicated to building sustainable brands in India. Our portfolio includes Morisons Baby Dreams in the baby care segment, Emoform-R toothpaste in the oral care segment, and Bigen in the hair care segment. Our brands are sold through various channels including Traditional Trade, Modern Trade, Canteen Store Dept, e-commerce, and our own e-shop We also export our baby care products to some SAARC nations.

Role Description

This is a full-time role for a Territory Sales Manager/TM located in Chandigarh. The Territory Sales Manager/TM will be responsible for day-to-day sales activities, including customer service, sales management, training, and communication. This is an on-site role.

Role:

Territory Sales Operations– Traditional Trade

Brands: All Brands

Job description:

I.
Territory
Sales Strategies in line with the Group's overall strategy

II. Execution of the Annual Sales Plans for the
Territory
with a focus on each of the following:

· Market Share

· Customers

· Channels

· Product Categories

· People Development

III. Business Key Result Areas:

· Consistent (Primary & Secondary) target achievement for the said brands, categories

· Ensuring Brand Coverage/ Presence

· Increasing the Market Share

· Channel Development

· People Development

IV. Operations:

· Sales Management

o Accurate Annual Sales Forecast, Budgeting & Achievement as per plan

o Sales Plan Preparation, Goal Setting & Target Management – Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)

o Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team

o Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc

o Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the the Trade Marketing Team & the Sales Head

o Achieving the Product Mix Targets

o Sales Team Building, Development, Motivation & Management

o Sales Reviews & Performance/ Productivity Management

o Process Compliance

o Driving Automation (SFA) – Bizom usage in the team

o Customer Relationship Management

o Returns Management

· Business Intelligence & Analytics (External & Internal)

o External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc

· Policies & SOPs Implementation:

o Sales Process Implementation

o Distribution Policies & Channel/ Partner SLAs

o Customer Credit Policies

o Returns Management

o All other policies implemented from time to time

· Liaison:

o Commercial Team/ SCM Team etc

Profile:

· Overall traditional trade sales experience of around 5 to 10 years

· Should have independently handled area sales operations for at least one division/ Brand in the FMCG industry for at least 3 to 4 yrs

· Should have a proven channel development & sales growth track record in his/her previous organizations

· Should have worked in multiple territories as a part of his/ her sales role i.e. Should have a complete insight of the said Area –sales trends, culture, distribution etc

· Strong understanding of Trade Marketing Strategies

· Strong Financial & Business Acumen

· Data Oriented Decision Making

· Experience with handling sales related process automation tools would be an added advantage

Qualifications

• Sales, Sales Management, and Communication skills
• Customer service and Training skills
• Excellent interpersonal and communication skills
• Ability to build and maintain customer relationships
• Strong problem-solving and negotiation skills
• Prior experience in the FMCG industry is a plus
• Masters degree in Business Administration or related field