Sales Team Lead

2 days ago

Delhi, Delhi, India Ithiki Technologies Full time

Job Description: Team Lead GTE

Role: Team Lead / Area Sales Team Lead (Field)

Reporting to: Area Sales Manager / Zonal Head

Team: GT Sales Executives (E-category acquisition + order-taking)

Territory: South Delhi

Role Objective

Own revenue and distribution in the assigned territory by managing a GT team to convert/activate small outlets and ensure repeat ordering + availability.

Key Responsibilities

A) Team Management (GT Small Stores)

  • Build and execute the beat plan for the territory; assign routes, outlet lists, and daily targets.
  • Drive new outlet conversions, first-order activation, repeat orders, and outlet retention.
  • Coach on pitch, objection handling, pricing/schemes, and competitor switching.
  • Run daily check-ins + weekly reviews: productivity, conversion funnel, and order quality.
  • Maintain discipline: attendance, reporting, outlet coverage, and target adherence.

B) Distribution, Availability, Execution

  • Ensure availability of key SKUs across GT stores; prevent stock-outs and dead stock.
  • Coordinate with distributor for dispatch, returns, and claims.
  • Track competitor moves (pricing, schemes, visibility) and recommend counter-actions.
  • Ensure basic in-market visibility (where relevant): counter-top placement, danglers, menu inclusion (HoReCa), etc.

D) Reporting & Governance

  • Daily reporting on: outlet coverage, new adds, orders, secondary sales, closures.
  • Maintain clean data: outlet master, customer terms, outstanding/collections.
  • Forecast weekly demand for smoother supply planning.

KPIs

  • Productive calls/day and outlet coverage % (route adherence)
  • New E-category outlet conversions (weekly/monthly)
  • Activation rate: % new outlets placing first order
  • Repeat rate: % outlets reordering within 15/30 days
  • Net sales from GT (monthly) + AOV / strike rate
  • Availability: key SKU presence + stock-out rate

Financial Discipline

  • Collections / outstanding control and credit compliance
  • Gross margin protection (discounting within policy)

Candidate Profile

  • 3–8 years field sales experience in FMCG / beverages / snacks / impulse categories (GT + some B2B exposure preferred)
  • Proven experience managing a field team (at least 5+ people) OR strong senior sales exec ready to step up
  • Strong territory planning, negotiation, distributor coordination, and execution discipline
  • Comfortable working on feet, in-market 6 days/week; high follow-up intensity
  • Local area knowledge, language fluency, and ability to build rapport with shopkeepers
  • Two-wheeler + license; smartphone; basic Excel/CRM comfort

What Success Looks Like (First 90 Days)

  • Territory mapped + beat plan running
  • GT team hitting minimum coverage + conversion funnel
  • Clean reporting + supply coordination stabilized

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