Job Title: Territory Sales Executive To drive primary sales, secondary sales and market presence in defined markets, to manage the distributor network, and to lead the an off role team to achieve desired sales objectives
CORE JOB RESPONSIBILITIES
Sales Focus
Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
Sales target setting and monitoring for Distributors, TFSs at a beat level
Monitor Actual Sales and mid-course corrections and inputs to reduce variance against expectations
Sales projection for distribution business
Area & Business Planning
Identify potential towns & appoint distributors in line with business strategy
Plan & allocate TFS basis market potential
Formulate & execute the secondary sales plan Area wise , distributor wise , Brand wise , SKU wise s
Conduct JCMsfor all TFS every month and review area performance
Distribution Management
Ensuring quality of market coverage through effective use of TFS and distribution network
Develop and ensure implementation of Distribution plan across distributor territories
Ensure that the ISRs are servicing the market for breakages & stock destruction
Formulate and ensure implementation of trade & consumer promotion plans
Support micro marketing/ customer activation initiatives planned for the area.
Competition tracking & providing inputs to the ASM
Distributor Management
Ensure optimal stocking levels and high billing efficiency for all distributors
Ensure distributor compliance to agreed service levels & credit terms
Review distributor financial health (pipeline and outstanding)
People management and development
Enhance TFS effectiveness through training & coaching
Periodic review of TFS performance and feedback
ISR retention through high engagement and motivation
Reporting
Daily activity report
Retail Audit & Retail Universe update
Expense Statements
Other relevant forms
Minimum Education
Graduate in Arts/Science/Commerce
Education Level
Major/Field of Study
Graduate from National
Institute of sales will be a plus
Sales
MINIMUM WORK EXPERIENCE
Experience
Experience Details
Minimum 2 years of relevant experience.
Upto 4years experience for Grade 12 and 4
years experience for Grade 13
Experience primarily in FMCG, retail
Should have worked in the same or nearby geography being hired for
Ability to manage distributors effectively ensuring compliance to processes and agreed deliverables
Uses appropriate interpersonal styles, methods of communication, data and arguments to gain agreement or acceptance of idea.
Understands the fundamental concepts of
Sales and distribution and applies it to the job
Prioritizes business requirements Finds ways to improve and enhance productivity
Demonstrates a passion for sales, applies extra effort to overcome work barriers, issues and obstacles
Role: Territory Sales Manager (B2B), Industry Type: Pharmaceutical & Life Sciences, Department: Sales & Business Development, Employment Type: Full Time, Permanent Role Category: Enterprise & B2B Sales Education UG: Any Graduate read more
Key Skills Skills highlighted with ‘‘ are preferred keyskills Territory B2BSales