Territory Manager

Job description

• Achievement of sales targets for the assigned territory by ensuring both - correct product mix and business partner selection
• Ensure higher frequency of primary and secondary sales orders throughout the month
• Focus on complete range selling and repeat orders from the retail partners
• Identify opportunities for enhancing the value market share for every product category within the business unit in the assigned territory
• Work closely with the business partners and their salesman and establish good working relationships in the market
• Ensure appointment of distributors, direct dealers and retailers in the assigned territory as per the business plan
• Constantly monitor the performance of the business partners identify the non-performers and take corrective actions
• Maintain good relations with key retailers and visit them regularly
• Ensure new / focused product launches are placed in every potential retail outlet
• Handhold new business partners and provide them with all the necessary support to sustain and deliver
• Catalyze the process of execution of partner sales orders and ensure timely processing of invoicing and product deliveries
• Lost customer analysis review channel attrition regularly and take corrective actions as and when required
• Ensure schemes are very well understood by the business partners and their salesman
• Ensure maximum partners show interest and qualify for the schemes and their productivity is enhanced during the scheme period
• ensure implementation of various BTL activities in the retail counters in close coordination with trade marketing - GSBs, in-shop branding, display of dummy product, other POSM, etc.
• Highlight any POSM / marketing requirement to the reporting manager and trade marketing
• Keep a tap on the competitors activities and share a consolidated report on their launches, schemes, pricing, POSMs, etc at a regular frequency to the manager
• Ensure TPAs are oriented and inducted well into the system and are considered an extended part of the system
• Ensure LASMs understand the pricing & schemes well and they brief the retail partners and their salesman during their beats
• Ensure the ISPs are familiar with the USPs of the focused/ new products and they demonstrate FAB well
• Constantly review the performance of the associates as per their productivity criteria, beat plans and take corrective action wherever required
• Identify the hi-pots amongst the team of associates and refer them to Manager / HR for higher responsibilities
• Monitor the training / job related skill requirements of the associates
• Maintain collection period as per the norms of the BU and organization
• Ensure effective utilization of various sales force automation apps
• Review the performance of the territory and develop a learning attitude to understand AOP, APO, BI and DFS for better business understanding
• Reduce the inventory beyond 90 days
• Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
• Provide market information and feedback on competitor schemes / offerings to reporting manger.
• Provide daily/ monthly sales report to reporting manager