Territory Sales Manager

Responsibilities

• Distribution set up – The incumbent will be responsible for designing the Beat plans for the distributor(s) for his/her territory in consultation with his/her Regional Sales Manager to ensure optimum coverage of the market.
• Distributor’s infrastructure – As part of appointing distributors, the incumbent will be responsible for getting the relevant infrastructure on board, being the following – Distribution units, Warehouse, Beat plan, Salesmen, Distributor’s finance.
• Distributor’s Management – For a long‑term efficient performance, track distributors’ efficiencies and ensure that all distributor related issues are timely monitored and addressed. ROI Monitoring and reporting.
• Management information system (MIS) – To ensure correct tracking of business, the Territory Sales Manager will be required to maintain all the MIS for his/her territory and report same to head office and the Regional Sales Manager on regular basis as agreed.
• Sales Target – The incumbent will be responsible for achieving the sales target as set by the Sales Head for his/her territory and will lead the process for further breaking down the territory sales target to channels and beats. Both primary and secondary sales targets will be the responsibility of the TSM.
• Team Management – Review Sales performances of the distributor sales team and implement relevant training programs for improved performance.
• Market intelligence – Alert to competition activities in his/her territory in term of trade and consumer promotions, trade launches, consumer and trade activations, NPD launches etc. and report same on time to his/her Regional Sales Manager and Head of Sales accordingly.