Territory Sales Manager

Job Summary:

Territory Manager – Sales & Distribution

Key Responsibilities:

Sales & Revenue Generation

• Achieve monthly, quarterly, and annual sales targets.
• Drive primary and secondary sales through distributor and retail networks.
• Identify new business opportunities and untapped markets within the territory.
• Analyze sales data and market trends to fine-tune sales strategies.
• Lead the launch of new products and associated market activation activities.

Channel Management

• Appoint, develop, and manage distributors, stockists, and trade partners.
• Monitor distributor performance and ensure adherence to company policies.
• Ensure timely order placement, stock availability, and efficient replenishment.
• Negotiate trade terms and proactively manage channel conflicts.

Market Development & Execution

• Ensure effective market coverage and product availability at retail points.
• Conduct regular market visits to monitor retail execution, visibility, and merchandising standards.
• Collect and report market intelligence on competitor activities and market dynamics.
• Organize sampling and promotional activities to support product growth.
• Establish and maintain retailer tie-ups to strengthen market presence.

Team Management & Field Support

• Lead, coach, and support sales representatives or field executives.
• Recruit, train, and develop field sales teams.
• Provide ongoing training, motivation, and performance feedback to both team members and distributor staff.
• Conduct joint working with field teams to improve market execution and productivity.
• Implement on-the-job training (OJT) to align field teams with organizational objectives.

Reporting & Business Analysis

• Maintain and submit accurate, timely sales reports and market feedback.
• Utilize CRM or sales management tools for order tracking and customer engagement.
• Provide data-driven inputs for sales forecasting, planning, and strategic decision-making.

Key Requirements:

• Education:

  Bachelor’s degree in Business, Marketing, or a related field. MBA is an advantage.

• Experience:

  3-5 years in FMCG, Consumer Goods, Pharma, or Telecom sales, with proven experience in territory or channel management.

• Skills:

• Strong negotiation, communication, and relationship management skills.
• Proficiency in MS Office, CRM, and sales reporting tools.
• Analytical mindset with the ability to make strategic decisions based on market data.
• Strong leadership, team-building, and people management abilities.
• Willingness to travel extensively within the assigned territory.