Territory Sales Manager

Role & responsibilities

Sales Focus

• Achieving agreed market and segment share targets
• Achieving monthly, quarterly, yearly sales that are set in the beginning of the year
• Monitoring actual sales against expectations

Implementation of Trade Management plans

• Implementing market and outlet coverage plans
• Ensuring adherence to fixed call frequency for self and customer groups
• Ensuring availability and visibility as per norms for all SKUs
• Ensuring that the products have been launched in the market successfully
• Planning how to launch new SKUs in the same outlet

Implementation of category / brand input plans

• Implementation of trade and consumer schemes
• Communication and Reporting of Monthly and quarterly schemes for the products to the dealers
• Implementing all Branding elements at the appropriate place and time
• Quality execution of merchandising activity
• Evaluating pre/during and post sales feedback

Stock control

• Monitoring & ensuring the Stock at Distributor level for all SKU
• Monitoring and reporting any issues w.r.t customer and dealer of stock
• Coordinating with the ASE / ASM to ensure adequate stock availability

Competitor Analysis and Feedback

• Informing on competitive activities on timely basis and, implementing recommendations for countering competitor activities

Customer Focus

• Developing & maintaining superior trade relations with key trade members.
• Reviewing the products that sold well in the market in comparison to others, and sharing market feedback and customer feedback with the ASM
• Educating and training customer groups on selling techniques through live examples
• Regular checking of Distributors ROI

Others

• Coordinating with the Depot, ASM, Distributor on day-to-day basis in terms of getting the right Product Mix, and ensuring dispatch of goods to respective towns/distributors