Territory Sales Manager

The Territory Sales Manager (TSM) is a frontline sales role responsible for driving business growth and ensuring complete control over sales operations within the assigned territory. The TSM directly engages with distributors, retailers, and other stake holders to achieve sales targets, expand market presence, and ensure effective execution of company strategies. The TSM is also responsible for managing Sales Officers (SOs), monitoring their daily activities, and ensuring they meet their targets while maximizing their earning potential through incentives. TSM is expected to bring innovative ideas for business development and explore alternate channels to incremental revenue.

Sales Planning and Execution

• Develop and execute a comprehensive sales blueprint for the assigned territory.
• Achieve primary and secondary sales targets on a monthly basis.
• Expand market share and drive sales growth by enhancing product penetration and coverage.
• Ensure timely and accurate order execution, from placement to billing and delivery.

Distributor and Channel Management

• Directly manage distributor, ensuring optimal investment, infrastructure, and active involvement in business development
• Appoint and on-board new distributors as required and ensure their alignment with company standards.
• Monitor distributor payments for primary billing and ensure collections are timely and compliant with company terms
• Ensure all distributors are billing through the companys software and maintain secondary billing accuracy

Market Development and Retail Engagement

• Expand the retailer network by focusing on General Trade outlets and identifying and onboarding new outlets to for competitive reach
• Develop relationship with top outlets and explore opportunities to partner with alternate channels
• Increase counter share through targeted engagement with key retailers.
• Implement range selling and ensure optimal product placement to minimize damage returns and maximize sales.
• Plan and execute promotional activities to enhance brand visibility and drive product awareness

Team Management and Support

• Manage Sales Officers (SOs) and monitor their daily work to ensure alignment with company objectives and targets.
• Track SO performance, support them in achieving their targets, and help them maximize their incentive potential.
• Support SOs in implementing trade schemes, resolving retailer or distributor issues, and maintaining effective market coverage.
• Conduct joint market visits with SOs daily to provide on the job training, feedback, and motivation to maintain high performance