TERRITORY SALES EXECUTIVE - GENERAL TRADE
Industry: Imported Glassware / Tableware / Houseware
Department: General Trade Sales
Employment Type: Full-Time Field Sales
Working Days: 6 Days per Week
Salary: 26,000 - 45,000 per month + applicable TA/DA/Conveyance at Actuals/
Mobile Allowance.
OPEN POSITIONS
Delhi / NCR - 2 Positions
Territory 1: North Delhi + West Delhi + GT Road Belt up to Ambala
Territory 2: South Delhi + East Delhi + Gurgaon + Faridabad
Kolkata / West Bengal - 1 Position
Territory: Kolkata + Entire West Bengal
ABOUT THE ROLE
We are looking for energetic, street-smart and result-oriented Territory Sales Executives - General Trade to develop the market for a leading Imported Glassware Brand.
This is a pure General Trade Field-sales role, focused on independent retail outlets such as:
Glassware and crockery shops
Kitchenware and cookware shops
Houseware and plastic household-product stores
Gift shops
Departmental stores
Independent neighborhood / mom-and-pop retailers
The sales channel is primarily:
Company to Distributor to Retailer to Consumer
The role will focus strongly on four areas:
DISTRIBUTOR STRENGTHENING
OUTLET COVERAGE
SECONDARY SALES
PRODUCT VISIBILITY

This is not a HORECA or Institutional Sales position.

KEY RESPONSIBILITIES
1. Drive Secondary Sales
Generate and grow secondary sales from distributors to General Trade retailers. Regularly visit retailers, present products, book orders, introduce new products and generate repeat business.
The objective is to ensure continuous movement of products from:
Distributor to Retailer to Consumer
2. Increase Outlet Coverage
Continuously identify and develop new retail outlets in the assigned territory. Focus on increasing the number of productive outlets that actively stock, sell and reorder the Imported Glassware Brand.
Develop both:
New retailers
Existing retailers with additional sales potential
Approximately 70% focus on new business development and 30% focus on existing business development, depending on territory maturity.
3. Strengthen Distributors
Work closely with existing distributors to improve:
Market coverage
Retailer servicing
Product availability
Secondary sales
Stock movement
New-product distribution
Market penetration
Identify areas where distribution is weak or additional distributors may be required. Support the company in identifying suitable new distributor opportunities.
4. Improve Product Visibility
Ensure good visibility and presentation of products at important retail outlets.
Look for opportunities to improve:
Shelf placement
Counter displays
Product presentation
New-product visibility




Range display
Promotional material
The objective is to make the products visible and easy for retailers to recommend to customers.
5. Increase Product Range Per Outlet
Encourage retailers to stock a wider range of products instead of only a few fast-moving items.
Focus on:
Increasing number of SKUs per outlet
Introducing new products
Expanding product categories
Improving repeat ordering
Developing higher-value retailers
6. Territory & Beat Management
Plan and cover the assigned territory systematically.
Develop:
Markets - Beats - Retailers - Visit Frequency
Maintain disciplined market coverage and regularly identify:
New outlets
Underdeveloped markets
Inactive retailers
Distribution gaps
Competitor activity
New sales opportunities
7. Year-on-Year Sales Growth
Take ownership of sales growth in the assigned territory.
Sales targets will be planned considering:
Previous-year sales
Existing business
Territory potential
Outlet opportunities
Distributor strength
New product opportunities
Performance will be strongly evaluated on Year-on-Year sales growth.
8. New Product Introduction
Actively present and introduce new products to distributors and retailers.
The salesperson should be comfortable explaining:
Product features
Design and usage
MRP
Retail potential
Product dierentiation
Consumer appeal
9. Market Intelligence
Regularly provide feedback on:
Competitor brands
Competitor pricing
New launches
Retailer feedback
Product trends
Retail margins
Market opportunities
Fast- and slow-moving products
Distributor and retailer activity
COLLECTION RESPONSIBILITY
The Territory Sales Executive will be responsible only for Sales and Market Development.
Retailer payment collection will be handled by the respective distributor.
IDEAL CANDIDATE PROFILE
Experience
2 to 5 years of relevant General Trade Field-sales experience preferred.
Candidates may come from:
Glassware
Crockery
Tableware
Kitchenware
Cookware
Plasticware / Plastic Household Products
Houseware / Homeware
Giftware
Utensils
Small Home Appliances
FMCG / Consumer Goods with strong General Trade experience
Direct glassware experience is preferred but not mandatory.




Strong candidates from Cookware, Kitchenware, Plastic Household Products, Crockery or Houseware are highly relevant.
Candidates primarily experienced in HORECA, Hotels, Restaurants or Institutional Sales without meaningful General Trade experience will not be suitable.
SKILLS & PERSONAL QUALITIES
The ideal candidate should be:
Strong in General Trade sales
Street-smart and energetic
Comfortable working extensively in the market
Good at retailer relationship building
Strong in new outlet opening
Experienced in secondary sales
Good at distributor coordination
Target-oriented
Self-driven and disciplined
Strong in follow-up
Comfortable working independently
Commercially aware
Willing to travel regularly

Knowledge of MS Word or Excel is beneficial
VEHICLE & TRAVEL
Own two-wheeler and valid driving licence are preferred / required depending on the territory.
The candidate should be comfortable with extensive local travel and outstation travel wherever required.
WORKING DAYS
This is a 6-day Field-sales position.
Weekly off will normally be: Sunday OR the weekly closure day of the principal market being covered.

TERRITORY DETAILS
NORTH & WEST DELHI / GT ROAD BELT
North Delhi, West Delhi and markets along the GT Road belt up to Ambala. Candidates already familiar with retailers and distributors in these markets will be preferred.
SOUTH & EAST DELHI / NCR
South Delhi, East Delhi, Gurgaon and Faridabad.
Existing General Trade market knowledge will be preferred.
KOLKATA / WEST BENGAL
Based in Kolkata with responsibility for the entire West Bengal market.
Regular outstation travel across West Bengal will be required.
Knowledge of the West Bengal General Trade market and ability to communicate in Bengali and Hindi will be preferred.
KEY PERFORMANCE AREAS
Performance will primarily be evaluated on:

Distributor Strengthening
Distributor productivity
Market coverage
Product availability
New distributor opportunities
Outlet Coverage
New outlets opened
Productive outlets developed
Existing outlet growth
New market penetration
Secondary Sales
Secondary sales growth
Year-on-Year sales growth
Repeat orders
Recent-product sales
Product Visibility
Product placement
Range visibility
New-product displays
Retail presence
WHO SHOULD APPLY?
Apply if you can confidently say:
I know General Trade. I can strengthen distributors, increase outlet coverage, drive secondary sales, improve product visibility and grow my territory year after year.

We are looking for a strong market developer and salesperson, not merely an order taker.

📌 Territory Sales Executive (Kolkata)
🏢 K I Glassware India
📍 Kolkata