Territory Manager

J.L. Morison India Ltd; Jammu district; On-site; INR 600,000 - 800,000; Full time

Job summary

JL Morison India Ltd. is seeking a Territory Sales Operations professional for its Traditional Trade in Jammu. This on-site role requires 5–10 years of traditional trade sales experience and proven ability to independently manage area sales operations across a brand portfolio.

You will drive sales planning, forecasting, distributor partnerships, and execution of trade schemes to achieve top-line and bottom-line targets, while leading a sales team and analyzing performance data.

Qualifications

• 5–10 years of traditional trade sales experience
• Experience independently handling area sales operations for at least 3–4 years

Responsibilities

• Sales Management across territory
• Prepare and review annual sales forecast, budgeting and achievement
• Plan monthly/quarterly targets by SKU, SO, distributor
• Ensure secondary sales targets align with primary through data review
• appoint and develop distributors based on financial strength and scale
• Implement trade schemes and promotions as planned by Marketing/Sales
• Build and develop the sales team; drive motivation and performance
• Conduct regular sales reviews and productivity assessments
• Manage returns and recoveries; monitor policies
• Leverage market intelligence and analytics for pricing, schemes and policies

Skills

Territory sales management

Forecasting

Distributor development

Sales analytics

Job description

Company Description

JL Morison India Ltd. is an FMCG company based in Mumbai, India. With over 80 years of experience, J L Morison is dedicated to building sustainable brands in India. Our portfolio includes Morisons Baby Dreams in the baby care segment, Emoform-R toothpaste in the oral care segment, and Bigen in the hair care segment. Our brands are sold through various channels, including Traditional Trade, Modern Trade, Canteen Store Dept., e-commerce, and our own e-shop, jlmorison.com. We also export our baby care products to some SAARC nations.

Role Description

This is a full-time role for a Territory Sales Manager/TM located in Jammu. This is an on-site role.

Role:

Territory Sales Operations Traditional Trade

Brands: All Brands

Job description:

I. Territory Sales Strategies in line with the Groups overall strategy

Business Key Result Areas:

• Consistent Topline (Primary & Secondary) & Bottomline target achievement
• Increasing the Market Share
• Channel Development
• People Development

Operations:

• Sales Management
• Accurate Annual Sales Forecast, Budgeting & Achievement as per plan
• Sales Plan Preparation, Goal Setting & Target Management Monthwise, SKU wise, SO wise, Distributor wise Targets (Volume, Value)
• Ensuring achievement of secondary sales targets in line with primary through daily secondary app data analysis and review with the sales team
• Distributor Appointment & Development: As per financial strength & credibility, growth capacity, similar product range, distributor salesman etc
• Ensuring fair & thorough implementation of the Trade Schemes & promotional activities as planned by the Marketing Team & the Sales Management
• Sales Team Building, Development, Motivation & Management
• Sales Reviews & Performance/ Productivity Management
• Returns Management
• Business Intelligence & Analytics (External & Internal)
• External Market & Competitor Information for various decisions Pricing, Trade Schemes, Products, Policies, etc
• Policies & SOPs Implementation:
• Sales Process Implementation
• Distribution Policies & Channel/ Partner SLAs
• Customer Credit Policies
• Returns Management
• All other policies implemented from time to time

Profile:

• Overall traditional trade sales experience of around 5 to 10 years
• Should have independently handled area sales operations for atleast one division/ Brand in the FMCG industry for at least 3 to 4 yrs