: Territory Sales Manager (TSM)

Location: Pune

Employment Type: Full-time

Department: Sales & Business Development

Reports To: Regional Sales Manager (RSM) / Head of Sales

Position Overview

We are seeking an energetic, results-driven Territory Sales Manager (TSM) to lead and expand our retail and distributor footprint across the assigned territory. The ideal candidate will be responsible for onboarding current distributors, managing dealer/retailer relationships, driving secondary sales through field execution, and achieving aggressive revenue targets.

Key Responsibilities

1. Distributor Network Expansion & Management

- Identify, recruit, and onboard high-performing distributors to strengthen market reach.
- Manage existing distributor relationships, ensuring optimal inventory levels, timely order processing, and healthy ROI for partners.
- Oversee distributor credit limits, payment cycles, and timely outstanding collection.

2. Retail & Secondary Sales Execution

- Plan and execute daily field visits (Beat Plans / Permanent Journey Plans) covering key retail outlets and electrical/hardware counters.
- Drive secondary sales demand from retail counters to ensure steady primary sales from distributors.
- Maintain high product availability, visibility, and shelf share across key retail points.

3. Sales Team Leadership & Coaching

- Lead, direct, and mentor a team of Field Sales Executives / Officers.
- Set daily/weekly productivity targets, track outlet coverage, and ensure effective field execution.




- Conduct joint field visits with sales reps to coach on objection handling, pitch quality, and counter acquisition.

4. Market Intelligence & Scheme Communication

- Communicate trade schemes, promotional offers, and incentives effectively to distributors and retailers.
- Monitor competitor activities, pricing strategies, product launches, and market trends, providing timely feedback to leadership.
- Resolve trade disputes, product replacement issues, or supply chain bottlenecks efficiently.

Key Performance Indicators (KPIs)

- Primary and secondary revenue target achievement (Monthly / Quarterly).
- Number of new distributors onboarded and active retailer addition.
- Beat plan adherence and daily counter productivity (Calls per day / Productive calls).
- Outstanding payment collection and receivables management within credit terms.

Qualifications & Requirements

- Education: Bachelors degree in Business, Marketing, Commerce, or a related field (MBA is a plus).
- Experience: 3 to 6 years of proven track record in channel sales / trade distribution (FMCG, FMEL, Consumer Electricals, or Lighting preferred).

- Skills:
- Strong negotiation, relationship-building, and communication skills.
- In-depth geographical knowledge of local and regional trade markets.
- Proficiency in CRM tools, Sales Force Automation (SFA) apps, and MS Excel.
- Ability to analyze sales data, manage route plans, and resolve field-level issues.
- Mobility: Willingness to travel extensively within the assigned territory (up to 70–80% field travel).

📌 Territory Sales Manager (Pimpri-Chinchwad)
🏢 PNP Janani Sales And Services
📍 Pimpri-Chinchwad