Territory Sales Manager

Location : Trivandrum

Job Description of the Territory Sales Manager

Our Expectations from the Role :

1. Sales Planning and Execution: Develop and implement a sales strategy for the territory, achieving monthly sales targets while enhancing product penetration and ensuring timely order execution.
2. Distributor Management: Oversee distributor performance, ensuring optimal investment and alignment with company standards; onboard new distributors as needed.
3. Channel Management: Monitor distributor billing accuracy and ensure compliance with payment terms while maintaining effective software usage for billing.
4. Market Development: Expand the retailer network by onboarding new outlets, focusing on general trade, and building relationships with key retailers for increased market reach.
5. Retail Engagement: Implement range selling strategies to enhance product placement, minimize returns, and execute promotional activities to boost brand visibility.
6. Team Management: Supervise Sales Officers (SOs), track their performance, and provide support to help them achieve targets and maximize incentives.
7. Training and Support: Conduct joint market visits to offer on-the-job training, feedback, and motivation, ensuring alignment with company objectives.
8. Market Feedback: Serve as a liaison between the market and the company by providing insights on market trends, customer needs, and competitor activities.
9. Financial Oversight: Manage market credit to ensure timely collections and adherence to credit policies among distributors.
10. Technology Utilization: Use mobile applications for sales analytics and reporting; leverage tools like Microsoft Excel for detailed performance analysis.
11. Reporting: Submit accurate reports on territory performance, including competition insights, to inform strategic decisions.
12. Continuous Improvement: Regularly assess strategies based on performance metrics to adapt and optimize sales approaches effectively.

What do we need to deliver the role :

Attitude

• Customer-Centric Mindset: Prioritize customer satisfaction and relationship building to foster loyalty and repeat business.
• Results-Driven: Maintain a strong focus on achieving sales targets and company objectives.
• Adaptability: Be open to change and flexible in adjusting strategies based on market dynamics.
• Team-Oriented: Collaborate effectively with team members and support their growth and success.

Skills

• Communication Skills: Exhibit strong verbal and written communication abilities to convey ideas clearly and persuasively.
• Leadership: Demonstrate the capability to lead, motivate, and develop a team of sales representatives.
• Analytical Skills: Analyze market trends, sales data, and competitor activities to inform strategic decisions.
• Negotiation: Effectively negotiate terms with clients while balancing customer needs with business profitability.
• Problem-Solving: Address challenges proactively and find effective solutions in dynamic environments.

Knowledge

• Sales Techniques: Have a deep understanding of effective sales strategies and techniques relevant to the FMCG industry.
• Market Knowledge: Stay informed about market trends, customer preferences, and competitive landscape within the assigned territory.
• Product Knowledge: Possess comprehensive knowledge of the company's products to effectively communicate their value to customers.
• Technology Proficiency: Utilize sales analytics tools, FA Application, and Microsoft Office for reporting and performance tracking.