Territory Sales Manager (3-8 yrs)

The role will manage a team of 12-15 BDA/BDE/RTLs and distributors (in case of rural territories). TSM reports to the Senior Area Sales Manager/State Head.

Responsibilities :

Business Growth :

- Grow merchant network by driving acquisition and servicing to attract and retain them

- Drive quality in execution by audits and review mechanisms

- Meet merchants to present products and manage escalations

- Monitor competition within assigned territory and share inputs with leadership team

- Drive acquisition and win backs productivity to ensure market leadership

- Ensure payout closure and NOC from BDEs and FLs/TLs for all payments

- Correct placement of devices to ensure maximum asset utilization

Infrastructure Management :

- Manage collateral and devices to ensure no loss or leakage

Brand Visibility :

- Ensure brand visibility in assigned territory leveraging collaterals provided by the organization

- Participate in promotional events and other BTL activity (e.g. Road shows and trade shows) to cultivate customer relationships.

Data Management :

- Understand trackers and download the relevant information to the team

- Analyze the basic data from the trackers to drive business

Stakeholder Management :

- New distributor recruitment and existing partner engagement to ensure partner profitability

- Manage 3Is for the distributors : Infrastructure, Involvement & Investment : ensuring awareness & product in case of new product launch

- Ensure adherence of distributors to company guidelines and ways of working

People Management :

- Facilitate hiring of BDAs/BDEs to ensure 100% manning in their territories

- Onboard and provide on-the-job-training to the front line sales team to improve performance

- Monitor KPIs and coach team members on an ongoing basis

- Work towards retention and engagement of the front-line sales team

- Drive execution rigor by being in the market and observing BDEs/BDAs

- Motivate the team by regularly communicating about monthly schemes and incentives.

Requirements :

- MBA from Tier 2/3 campus with good academic record

- Proven working experience of 2 - 4 years in sales managing sales team (off roll/on roll)

- Experience in Telecom, FMCG, Retail is highly preferred (B2C experience)

- Excellent interpersonal skills and a strong sales/customer service focus

- Field sales experience with proven track record of increasing sales and revenue

- Experience with distributor management would be an added advantage

- Exposure to the startup environment is an added advantage.

- Problem solving abilities with strong bias for impact

- Strong ethics and discretion while dealing with customers

- Drive for result, able to demonstrate/quantify success relative established targets and metrics

- Basic understanding of MS Office (Excel, PowerPoint, etc.)