Territory Sales Manager
3 days ago
- 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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