Territory Sales Manager

2 days ago

Surat, Gujarat, India TCP Corps Full time ₹ 5,00,000 - ₹ 15,00,000 per year
  • Job description of Territory Sales Officer -TSO
  • Job title: Territory Sales Officer -TSO
  • Department: Sales
  • Reports to: Territory Sales Manager -TSM
  • Matrix: Area Sales Manager-ASM, Regional Sales Manager-RSM.
  • Summary:
  • The Territory Sales Officer (TSO) plays a vital role in driving sales and distribution of FMCG (Fast Moving Consumer Goods) products within a designated territory. You will be responsible for building strong relationships with customers, achieving sales targets, and ensuring optimal product visibility and availability.
  • Key Responsibilities:
  • Develop and implement territory-specific sales plans to achieve assigned sales targets for volume and value across all product categories.
  • Prospect and acquire new customers, while maintaining and strengthening relationships with existing accounts.
  • Manage distributor and retailer networks to ensure timely deliveries, optimal product placement, and appropriate inventory levels.
  • Conduct regular market research to stay updated on industry trends, competitor activity, and customer needs.
  • Effectively communicate the value proposition of company brands and products to customers, acting as a brand advocate.
  • Plan, execute, and monitor promotional activities, merchandising strategies, and in-store displays to maximize sales impact.
  • Prepare accurate and timely sales reports, analyse performance metrics, and identify areas for improvement.
  • Manage customer credit effectively and ensure timely collection of payments.
  • Build strong relationships with key stakeholders across different departments within the company.
  • Ensure adherence to all company policies, procedures, and relevant industry regulations.
  • Key Results Areas (KRAs):
  • Sales Growth: Achieve and exceed assigned sales targets for volume and value across all product categories.
  • Customer Acquisition & Retention: Develop and maintain strong relationships with existing customers, while actively prospecting and acquiring new accounts.
  • Distribution Management: Effectively manage distributors and retailers to ensure optimal product placement, inventory levels, and timely deliveries.
  • Market Knowledge & Insights: Stay informed about market trends, competitor activity, and customer needs to develop and implement strategic sales plans.
  • Brand Advocacy: Champion the company brand and products, effectively communicating their value proposition to customers.
  • Trade Promotion Execution: Ensure successful execution of promotional activities, merchandising strategies, and in-store displays to drive sales.
  • Sales Reporting & Analysis: Regularly prepare accurate sales reports, analyse performance metrics, and identify opportunities for improvement.
  • Collection Management: Manage customer credit effectively and ensure timely collection of payments.
  • Relationship Building: Build strong relationships with key stakeholders across different departments within the company.
  • Compliance & Regulations: Ensure adherence to all company policies, procedures, and relevant industry regulations.
  • Key Performance Indicators (KPIs):
  • Sales Target Achievement: Percentage of assigned sales targets achieved (volume & value).
  • New Customer Acquisition: Number of new customer accounts acquired.
  • Customer Retention Rate: Percentage of existing customer base retained.
  • Distributor & Retailer Performance: Inventory turnover rate, order fulfilment accuracy, product visibility in stores.
  • Market Share Growth: Growth in market share within the assigned territory.
  • Sales Conversion Rate: Percentage of leads converted into sales.
  • Sales Pipeline Management: Value and volume of the sales pipeline.
  • Collection Efficiency: Percentage of on-time payments collected.
  • Sales Reporting Accuracy & Timeliness: Timely submission of accurate sales reports.
  • Customer Satisfaction Score: Customer satisfaction ratings based on feedback surveys.
  • Qualifications:
  • Education:
  • Bachelor's degree in business administration, Marketing, or a related field (preferred).
  • Experience:
  • 4+ years of experience in FMCG sales (highly desirable).
  • Proven track record of exceeding sales targets.
  • Skills & Knowledge:
  • Excellent communication, interpersonal, and negotiation skills.
  • Strong analytical and problem-solving abilities.
  • Ability to build and maintain strong relationships with customers.
  • Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint).
  • In-depth knowledge of FMCG industry trends and best practices.
  • Excellent time management and organizational skills.
  • Additional Desirable Skills:
  • Experience in working with distributors and retailers.
  • Experience in brand promotion and merchandising.
  • Desired Certifications:
  • FMCG Sales Certification (a plus).

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