Territory Sales Manager

Job Title:

Location:

Role Objective:

To drive primary and secondary sales growth in the assigned territory by building and managing a high-performing sales team, strengthening distribution infrastructure, and implementing on-ground activations and trade engagement programs.

Key Responsibilities:

Sales Management

• Responsible for achieving primary and secondary sales targets across the territory.
• Drive product penetration and availability across all key markets, channels (OFO, wholesale), and outlet tiers.
• Focus on expanding ECO & UBO product range through structured sales interventions

• Team Building & Leadership

• Recruit, train, and manage a team of Sales Officers / Representatives.
• Ensure regular market working and performance tracking of the field force.
• Motivate and build a result-oriented team culture.

• Distribution Infrastructure

• Set up and manage stockiest, including Direct DBs on advance systems.
• Expand and strengthen distribution network to ensure width and depth of coverage.

• Brand Activation & Visibility

• Execute sampling activities and market activations for brand awareness and consumer trials.
• Drive visibility through strategic placement and retail presence initiatives.

• Trade Marketing & Scheme Management

• Implement and monitor trade schemes, offers, and promotions effectively.
• Ensure optimal trade spend utilisation and ROI on all market activities.

• Market Intelligence

• Regularly gather feedback on competitor activities, pricing, and consumer preferences.
• Provide actionable insights for strategy refinement and gap closure.

• Reporting & MIS

• Maintain accurate reporting of daily sales performance, SS/DB performance, and stock levels.
• Share market insights, competitor data, and team performance with the ZSM on a periodic basis.

Key Competencies:

• Strong leadership and people management skills
• Excellent knowledge of General Trade operations
• Distribution handling and negotiation skills
• Ability to execute market activations and drive brand awareness
• Analytical mindset for scheme effectiveness and trade spend optimisation

Qualifications & Experience:

• Minimum Graduate (MBA preferred)
• 8-10 years of experience in FMCG sales, preferably in GT channel in Punjab
• Proven track record in managing teams and distribution networks