Territory Manager

Diversey; Dadri; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Diversey in India is seeking a Territory Manager to drive the Prosumer Business strategy across the assigned territory. You will build and optimize the distributor network, shape channel strategy, and drive sales to SME/SMB customers in Hospitality, Food Service, Retail and Small Office segments.

The role requires 3–8 years in FMCG sales, plus an MBA from a reputed institute. You will work to expand penetration through distribution partnerships and demand generation initiatives in the territory.

Qualifications

• 3–8 years of Sales/Marketing experience in FMCG.
• MBA from a Tier I/II Business School preferred.
• Strong understanding of sales, distribution and channel management.

Responsibilities

• Deliver overall sales for the territory through the work plan.
• Shape channel strategy and build a robust distributor network.
• Develop distributor relationships and address coverage gaps with corrective plans.
• Drive sales through effective promotional schemes and monitoring impact.
• Generate demand within SME/SMB segments (Hospitality, Food Service, Retail, Small Office).
• Ensure stock accuracy and coordinate with P&D category stock management and disposal.
• Build rapport with key customers and customer groups in the territory.
• Monitor competitor activity and adjust strategies accordingly.
• Develop strategic partnerships with key decision makers to advance business interests.

Skills

Sales & Marketing

FMCG

Distributor Management

Channel Strategy

Strategic Planning

Analytical Skills

Relationship Building

Education

MBA

Job description

Designs, develops and implements sales programs to meet the organization's business objectives | Plans, directs and coordinates the efforts of sales toward the accomplishment of objectives

Job Description

ABOUT SOLENIS

Solenis is a leading global producer of specialty chemicals focused on partnering with water-intensive operations to solve complex water treatment, process improvement and hygiene challenges with advanced chemical and equipment solutions for consumer, industrial, institutional, food & beverage, and recreational pool and spa water markets. The product portfolio of Solenis includes a broad array of water treatment chemistries, process aids, functional additives, and cleaners and disinfectants, as well as state-of-the-art monitoring and control systems. These technologies are used by customers to improve operational efficiencies, enhance product quality, protect plant assets, minimize environmental impact, and create cleaner and safer environments. Headquartered in Wilmington, Delaware, USA, the company has 69 manufacturing facilities strategically located around the globe and employs a team of over 16,100 professionals in 130 countries across six continents. Solenis has been recognized as a Best Managed Company for 4 consecutive years and was named as 2024 Best Managed Company Gold Standard Winner.

Position Purpose

The Territory Manager is responsible for managing and executing the Prosumer Business strategy for the designated territory and will primarily focus on shaping the strategy by setting up the distribution model and building penetration for the prosumer brand in the market. Prosumer Business at Diversey primarily focuses on catering to SME/SMB professional businesses across Hospitality, Food Service, Retail, and Small Office spaces through General Trade and Wholesale Distribution network.

Responsibilities

• Responsible for delivering overall sales of the territory through the implementation of the work plan.
• Shaping overall Channel strategy and Distribution network to build prosumer brand penetration.
• Managing and developing distributor network. Identification and a corrective plan in gap areas and by leveraging opportunities in the territory.
• Responsible for driving sales through effective scheme implementation with regular review of effectiveness and response to schemes.
• Responsible for creating business through Demand generation activities in the territory
• Ensure proper physical stock taking, initiate approval requests for P&D category stocks, and monitor disposal monitoring.
• Take the lead initiative in developing a first-class rapport with identified key customers/customer groups in the assigned territory.
• Continually evaluate key competitor activities, analyse effectiveness, and prepare defensive strategic ploys.
• Develop business relationships with key decision makers to further our business interests.

Knowledge/Experience/Person Profile

• Overall minimum 3 to 8 years of experience in the Sales and marketing domain in FMCG Business
• Preferably an MBA from a Tier I/II Business School with a Minimum of 3+ years’ experience a Sales role in FMCG Role
• Deep understanding of Sales and Distribution with a high level of strategic planning and analytical skills