Senior Territory Sales Executive - Varanasi

Tataconsumer; Varanasi; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Tataconsumer in Varanasi is hiring an Area Sales Manager to lead Primary and Secondary sales across the territory, build a robust channel network, and drive market expansion with strong execution. The role requires managing a diverse field force and ensuring retail visibility and service standards.

You will forecast demand, plan promotions, coordinate with CFAs for stock, and mentor sales teams to meet ambitious targets while upholding commercial hygiene and ethical practices.

Qualifications

• 2–8 years of frontline sales experience in consumer goods.
• Graduate or postgraduate degree in a relevant field.
• Strong knowledge of sales/distribution systems and channel dynamics.

Responsibilities

• Drive Primary & Secondary Sales across the territory.
• Develop channel partner network to improve reach and penetration.
• Increase number of retail outlets and ensure high service levels.
• Prepare market execution plan and submit weekly reports.
• Provide inputs for promotions, activations & demand forecasting.
• Coordinate with CFAs for stock and timely deliveries.
• Engage field force to maximize incentives and performance.

Skills

Sales Leadership

Channel Development

Demand Forecasting

People Management

Territory Planning

Education

Graduate or Postgraduate

Job description

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Function
General Trade Location
Varanasi Reporting To
Area Sales Manager - Varanasi

Job Description

Key Deliverables in this role

• Drive Primary & Secondary Sales
• Primary Sales - Develop the channel partner network and implement the distribution objectives to drive reach & penetration across the territory
• Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain high service level, drive visibility of all categories of products and ensure commercial hygiene (usage of technology while placing retail orders) in the territory
• Prepare market execution plan (day-wise MJP) & submit weekly reports
• Provide ground-level inputs for promotions, local activations & demand forecasting exercise
• Demand forecasting
• Regular analysis of primary & secondary sales data to identify gaps in the business & providing insights to Area Sales Manager about the territory
• Claim management
• Ensuring timely submission of stockiest claim along with supporting documents adhering to the company’s guidelines
• Build capability
• Capability building of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them & regular training
• Timely review/ communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion, delivery
• Co-ordination with Finance team for pricing issues, accounts settlement, claims management.
• Effectively engage & motivate field force (TSE’s, TSO’s, PDSR’s & DSR’s) with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

Critical success factors for the Role

• Proven and deep knowledge of sales and distribution system
• Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators
• Knowledge of competitor mapping and benchmarking
• People management skills to handle indirect sales force

Desirable success factors for the Role

• A graduate / post-graduate with 2 – 8 years of prior work experience in a consumer goods sales environment in a frontline sales role