Territory Sales Executive

Job Title: Territory Sales Manager (General Trade – FMCG) Function: Sales & Distribution Reporting To: Area Sales Manager Experience: 2–8 Years Education: Graduate / Postgraduate in Business, Sales, or related discipline Purpose of the Role: To drive and manage Primary & Secondary Sales in the assigned territory by expanding the retail footprint, optimizing channel partner relationships, ensuring commercial compliance, and building sales team capability to deliver business objectives. Key Deliverables: Sales Execution & Distribution Management Achieve Primary Sales targets by building a robust channel partner network and ensuring product availability across the territory Drive Secondary Sales by expanding retail outlet coverage, ensuring high service levels, and implementing visibility norms for all categories Leverage digital platforms for order placement and retail execution to ensure commercial hygiene Market Operations & Planning Prepare and implement market execution plans (day-wise MJP); submit timely weekly reports Provide actionable inputs on promotions, local activations, and demand forecasting Conduct regular analysis of sales data to identify business gaps and provide insights to Area Sales Manager Claim & Compliance Management Ensure timely and accurate submission of stockist/distributor claims as per company policy Coordinate with the Finance team on claim validation, account settlements, and pricing issues Sales Force Capability Building Develop the capability of indirect sales force (TSOs, TSEs, DSRs) through market working, one-on-one coaching, and training Drive performance and motivation by rewarding right behaviors and addressing performance gaps Maximize team incentive earnings through performance-based coaching Supply Chain Coordination Maintain constant communication with CFA teams to ensure timely stock availability and order fulfillment Monitor and follow up on stock conversion and dispatches in real-time Critical Success Factors: Deep understanding of FMCG sales and distribution systems Strong knowledge of trade channels – General Trade, Wholesale, Modern Retail Familiarity with ROI calculations, distributor profitability, and visibility management Effective in people management and driving performance in indirect teams Strong analytical ability to interpret sales data and develop insights Competent in using digital tools, sales platforms, and reporting software Desirable Attributes:2–8 years of front-line sales experience in consumer goods/FMCG sector Knowledge of trade mechanics, competitor benchmarking, and sales activations High energy individual with strong interpersonal and leadership skills Ability to adapt to changing market scenarios and thrive under pressure