Territory Sales Manager

Company : Tcp Corps Pvt

Job Description - Territory Sales Manager

Job description of Territory Sales Officer -TSO
Job title: Territory Sales Officer -TSO
Department: Sales
Reports to: Territory Sales Manager -TSM
Matrix: Area Sales Manager-ASM, Regional Sales Manager-RSM.
Summary:
The Territory Sales Officer (TSO) plays a vital role in driving sales and distribution of FMCG (Fast Moving Consumer Goods) products within a designated territory. You will be responsible for building strong relationships with customers, achieving sales targets, and ensuring optimal product visibility and availability.
Key Responsibilities:
Develop and implement territory-specific sales plans to achieve assigned sales targets for volume and value across all product categories.
Prospect and acquire new customers, while maintaining and strengthening relationships with existing accounts.
Manage distributor and retailer networks to ensure timely deliveries, optimal product placement, and appropriate inventory levels.
Conduct regular market research to stay updated on industry trends, competitor activity, and customer needs.
Effectively communicate the value proposition of company brands and products to customers, acting as a brand advocate.
Plan, execute, and monitor promotional activities, merchandising strategies, and in-store displays to maximize sales impact.
Prepare accurate and timely sales reports, analyse performance metrics, and identify areas for improvement.
Manage customer credit effectively and ensure timely collection of payments.
Build strong relationships with key stakeholders across different departments within the company.
Ensure adherence to all company policies, procedures, and relevant industry regulations.
Key Results Areas (KRAs):
Sales Growth: Achieve and exceed assigned sales targets for volume and value across all product categories.
Customer Acquisition & Retention: Develop and maintain strong relationships with existing customers, while actively prospecting and acquiring new accounts.
Distribution Management: Effectively manage distributors and retailers to ensure optimal product placement, inventory levels, and timely deliveries.
Market Knowledge & Insights: Stay informed about market trends, competitor activity, and customer needs to develop and implement strategic sales plans.
Brand Advocacy: Champion the company brand and products, effectively communicating their value proposition to customers.
Trade Promotion Execution: Ensure successful execution of promotional activities, merchandising strategies, and in-store displays to drive sales.
Sales Reporting & Analysis: Regularly prepare accurate sales reports, analyse performance metrics, and identify opportunities for improvement.
Collection Management: Manage customer credit effectively and ensure timely collection of payments.
Relationship Building: Build strong relationships with key stakeholders across different departments within the company.
Compliance & Regulations: Ensure adherence to all company policies, procedures, and relevant industry regulations.
Key Performance Indicators (KPIs):
Sales Target Achievement: Percentage of assigned sales targets achieved (volume & value).
New Customer Acquisition: Number of new customer accounts acquired.
Customer Retention Rate: Percentage of existing customer base retained.
Distributor & Retailer Performance: Inventory turnover rate, order fulfilment accuracy, product visibility in stores.
Market Share Growth: Growth in market share within the assigned territory.
Sales Conversion Rate: Percentage of leads converted into sales.
Sales Pipeline Management: Value and volume of the sales pipeline.
Collection Efficiency: Percentage of on-time payments collected.
Sales Reporting Accuracy & Timeliness: Timely submission of accurate sales reports.
Customer Satisfaction Score: Customer satisfaction ratings based on feedback surveys.
Qualifications:
Education:
Bachelor’s degree in business administration, Marketing, or a related field (preferred).
Experience:
4+ years of experience in FMCG sales (highly desirable).
Proven track record of exceeding sales targets.
Skills & Knowledge:
Excellent communication, interpersonal, and negotiation skills.
Strong analytical and problem-solving abilities.
Ability to build and maintain strong relationships with customers.
Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint).
In-depth knowledge of FMCG industry trends and best practices.
Excellent time management and organizational skills.
Additional Desirable Skills:
Experience in working with distributors and retailers.
Experience in brand promotion and merchandising.
Desired Certifications:
FMCG Sales Certification (a plus).

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Tcp Corps Pvt

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Territory Sales Manager

Job Description - Territory Sales Manager

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