Territory Sales Manager
Job Description
JOB DESCRIPTION
Role Territory Sales Manager
Title/Designation Junior Officer
FunctionDomestic Sales
Department Consumer Products Division - Sebamed
Reporting to Area Sales Manager
Job Grade/Level L2 (C)
Direct Reportees5 - 6
Indirect Reportees NA
Role Objective: Achieve and exceed sales targets in the assigned territory by effectively implementing sales strategies to cultivate a positive image of USV
KEY RESPONSIBILITIES
Sales Management
- ? Execute a go-to-market sales strategy for the assigned territory
- ? Achieve and exceed assigned targets and implement a plan of action to bridge any gaps
- ? Execute primary sales planning and distributor management for General Trade
- ? Increase sales volume by identifying and pursuing new business opportunities with key customers
- ? Conduct regular customer visits to proactively identify and address queries to ensure customer satisfaction
- ? Operate all schemes and promotional activities as per prior approvals and discussions during review meetings
- ? Ensure optimal merchandising and strategic product placement in retail stores
- ? Conduct regular inventory checks and sales data analysis
- ? Implement and track effectiveness of promotional and marketing activities and campaigns
- ? Document outlet expenses (damages, trade schemes, promotional expenses, visibility expenses) periodically for audit purposes
- ? Settle distributor and outlet claims within the stipulated time frame after validation
- ? Submit No Objection Certificates (NOCs) from distributors periodically to Area Sales Manager
- ? Conduct market research to understand customer needs and market trends for the territory
- ? Assist in new product launches to ensure their success, from availability phase to the promotional phase
- ? Maintain accurate records of sales activities, customer interactions, and market data
- ? Communicate regular sales reports, forecasts, and market analytics to senior management
- ? Participate in induction and central training programs, cycle meetings to understand campaigns and processes
Channel Management and Stakeholder Engagement
- ? Develop and implement a territory coverage plan in consultation with the Area Sales Manager
- ? Participate in regular meetings with key accounts, distributors, and channel partners as part of governance
- ? Ensure optimal placement of products and implement successful sell-out of new products
- ? Monitor the stock levels and ensure availability of supply to distributors
- ? Maintain channel hygiene while implementing sales plans
- ? Foster strong relationships with key accounts, distributors, suppliers and channel partners
People and Culture
- ? Adhere to and ensure Credo values are demonstrated
- ? Attend mandatory training as published by the L&D team
- ? Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interaction with:Territory Sales Manager, Area Sales Manager, Functional Teams of Finance, Supply Chain, Procurement
Nature of Interaction: Effective communication in connection with instructions, requests or normal work tasks,motivating the team, handling escalations
Type of Interaction: External
Interaction with: Customers /CFAs / Distributors /Retail outlets/Channel Partners
Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients
JOB REQUIREMENTS
Professional Experience and Relevant Skills
- ? Must have minimum of 5 – 8 years of overall experience with 5 years in General Trade and FMCG sales
- ? Possess relevant functional and process knowledge, regulatory aspects, and updated knowledge of advancements in his / her area of work
Academic Qualifications & Certifications
- ? Educational Qualification: Graduation in any field is required
Behavioural Competency(Proficiency Levels from 1 – 5, with 1 being the lowest and 5 being the highest)
Achievement Orientation(3)
Problem Solving and Decision Making (2)
Integrity and Process Compliance (3)
Effective Communication (3)
Customer Orientation (3)
Collaboration (3)
Planning and Execution (3)