Territory Sales Manager

Band 5A

Key Responsibilities

Business Growth

• Achieve sales volume and revenue targets as decided for the territory
• Execute trade schemes in line with allocated budget of A&D
• Negotiating and closing monthly sales volume and schemes based on market trends, stock assessments, and historical data

Sales Planning & Inventory Management

• Implement accurate sales forecasting, and quota planning at a customer level basis RTM
• Ensure optimal stock availability at mapped outlets and depots

Channel and Distributor Management

• Drive the distribution KPIs across the territory
• Responsible for performance of third party manpower
• Strengthen the relationship with channel partners (Retail and Wholesale)
• Timely processing of retail trade schemes. Responsible for KYC
• Ensuring timely delivery of orders placed to avoid stock-out situation for end consumer
• Conduct shop audits to assess stock movement, brand availability, and consumption patterns

Retail Engagement

• Ensure periodic coverage of all mapped outlets
• Responsible for PJP Planning and adherence for self and third party team4
• Implement CSM engagement activities
• Ensure optimal product placement and visibility of PRI portfolio (both organic and hired)
• Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis

Market Intelligence & Performance Monitoring

• Regularly conduct retail outlet audits to study market share movements and track market share
• Prepare and present weekly reports on sales performance, key issues, and consumer insights
• Use customer feedback and market data to re-strategize selling and promotional initiatives.

Regulatory & Compliance

• Coordinate with Excise authorities to ensure timely permit approvals, EVC generation, and statutory compliance in markets where we do not have a cluster head
• Support in brand registrations, excise liasioning in markets where we do not have a cluster head

Team Leadership

• Lead and motivate DSMs/SEs to build a high-performing sales team.
• Work closely with DSMs/ SEs to address performance gaps in underperforming districts/retailers
• Joint visit along with DSMs/ SEs to customers to ensure adequate support

Interactions

Internally

• Cluster Head
• Commercial Finance
• Territory & NPD Activation Manager
• Region Head

Externally

• Customers
• Distributor/ Channel Partners
• Consumers

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.