Job Title: Territory Sales Officer (TSO) - General Trade Location: Mangaluru (Mangalore), Karnataka Department: Field Sales & Business Development Employment Type: Full-time

Job Overview

We are looking for a proactive and target-oriented Territory Sales Officer (TSO) to oversee General Trade (GT) operations across the Mangaluru territory for our bakery division. In this role, you will be responsible for expanding our retail presence, managing distributor operations, driving secondary sales, and leading a team of distributor sales representatives (DSRs) to ensure maximum market penetration of our fresh and packaged bakery products.

Key Responsibilities

- Sales Target Achievement: Drive daily, weekly, and monthly secondary sales targets for all bakery product categories (breads, cakes, biscuits, rusks, and specialty baked goods) across General Trade outlets.

- Distributor & Stockist Management: Manage distributor relations, monitor inventory levels, ensure stock rotation (FEFO - First Expired, First Out to manage fresh bakery shelf-life), and enforce timely primary billing and collection cycles.

- Territory & Retail Coverage: Plan and execute effective Beat Route Plans (PJP) for maximum coverage across Kirana stores, standalone supermarkets, and traditional trade outlets in Mangaluru and adjoining suburban pockets.

- Field Team Leadership: Supervise, train, and motivate Distributor Sales Representatives (DSRs) and Field Officers to drive productivity, call efficiency, and order placement.

- Visibility & Merchandising: Ensure prime shelf placement, POSM execution, and brand visibility at high-footfall GT outlets to drive impulse purchases.





- Market Expansion: Identify unrepresented markets, open new GT retail accounts, and increase product range availability across existing accounts (lines per call).

- Damage & Expiry Control: Monitor market returns, manage near-expiry stock proactively, and minimize returns to protect territory profitability.

- Reporting & Competitor Analysis: Track competitor trade schemes, pricing strategies, and new product launches. Submit daily sales, beat audit, and stock movement reports via the mobile SFA app.

Key Performance Indicators (KPIs)

- Monthly secondary sales target achievement (%)

- Retail outlet reach and new outlet acquisition rate

- Order productivity (Effective calls vs. total calls made)

- FEFO compliance and reduction of return/damaged goods percentage

- Distributor stock turns and payment collection timelines

Required Qualifications & Skills

- Education: Bachelor’s degree in any stream (B. Com, BBA, B. Sc, or equivalent).

- Experience: 3-6 years of experience in FMCG General Trade sales, preferably within packaged food, bakery, dairy, or short-shelf-life goods.

- Territory Knowledge: Deep understanding of the Mangaluru market, local retail dynamics, trade channels, and key FMCG distributors in Dakshina Kannada.

- Functional & Personal Skills:

- Strong negotiation, interpersonal, and team handling skills

- Sound understanding of distributor economics and inventory control

- Hands-on experience with Sales Force Automation (SFA/DMS) mobile applications

- Languages: Fluency in Kannada and Tulu is essential; working knowledge of English and Hindi/Konkani is a solid plus.

📌 Territory Sales Officer I FMCG I GENERAL MILLS (India)
🏢 Yugn HR
📍 India