Territory Sales Manager

Rajasthan Liquors; Alwar; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Rajasthan Liquors in Rajasthan is seeking a field-based Sales Manager to drive growth by coordinating distributors and licensed outlets across the state. You will plan territory sales, monitor performance and ensure product availability while maintaining compliance with excise regulations.

The role requires strong negotiation, relationship management and market analysis skills, with regular travel within the territory and reporting to Sales Management.

Qualifications

• Graduation in any discipline; MBA or Sales & Marketing preferred.
• Typically 8-10 years in liquor, beverages, or distribution sales.
• Experience in distributor management, territory planning, sales reporting and market development.
• Willingness to travel regularly within the assigned territory.

Responsibilities

• Drive sales growth and market development by managing distributors and retail outlets.
• Achieve monthly, quarterly and annual sales targets for brands and SKUs.
• Prepare territory-wise sales plans and monitor primary and secondary sales performance.
• Monitor distributor stock, product availability, order flow and market coverage.
• Conduct market visits to understand demand and outlet-level performance and track competitor activity.
• Ensure compliance with state excise rules, licensing requirements and company procedures.

Skills

Sales planning

Negotiation

Relationship management

Market analysis

MS Excel

Sales MIS

Travel willingness

Education

MBA (Sales & Marketing)

Graduate degree

Tools

MS Excel

Sales MIS

Job description

Role & responsibilities:

Objective of the Role:

To drive sales growth and market development within the assigned territory by managing distributors, retail outlets and sales activities; ensuring product availability; monitoring market performance; and maintaining compliance with applicable state excise laws, company policies and approved commercial practices.

Roles and Responsibilities:

Sales Planning and Target Achievement

• Achieve monthly, quarterly and annual sales targets for assigned brands and stock-keeping units (SKUs).
• Prepare territory-wise sales plans and monitor primary and secondary sales performance.
• Identify opportunities to improve volume, revenue, distribution and brand presence.

Distributor and Retailer Management

• Build and maintain professional relationships with licensed retail outlets or trade partners.
• Monitor distributor stock, product availability, order flow and market coverage.
• Coordinate with distributors to address supply gaps and improve service levels.

Market Visits and Competitor Analysis

• Conduct regular market visits to understand demand, product availability and outlet-level performance.
• Collect market feedback and track competitor activity, pricing and brand visibility in accordance with company policy.
• Recommend suitable territory-level actions based on market trends and customer feedback.

Excise Compliance and Business Controls

• Ensure sales and distribution activities follow applicable state excise rules, licensing requirements and company procedures.
• Follow approved price lists, permitted sales channels, documentation and reporting requirements.
• Promptly escalation suspected non-compliance, unauthorized sales or other business risks to the appropriate manager.

Market Visits and Competitor Analysis

• Conduct regular market visits to understand demand, product availability and outlet-level performance.
• Collect market feedback and track competitor activity, pricing and brand visibility in accordance with company policy.
• Recommend suitable territory-level actions based on market trends and customer feedback.

Excise Compliance and Business Controls

• Ensure sales and distribution activities follow applicable state excise rules, licensing requirements and company procedures.
• Follow approved price lists, permitted sales channels, documentation and reporting requirements.
• Promptly escalation suspected non-compliance, unauthorized sales or other business risks to the appropriate manager.

Qualifications and Experience

• Graduate in any discipline; an MBA or qualification in Sales and Marketing may be preferred.
• Typically 8-10 years of relevant experience in liquor, beverages or distribution sales.
• Experience in distributor management, territory planning, sales reporting and market development.
• Willingness to travel regularly within the assigned territory.

Required Skills

• Sales planning, negotiation and relationship management.
• Market analysis, communication and problem-solving.
• Working knowledge of MS Excel and sales MIS/reporting tools.
• Ability to work with targets, manage priorities and coordinate across teams.
• Awareness of applicable excise rules and responsible, compliant business practices.

Working Conditions

The role involves field visits, travel within the assigned territory, regular coordination with distributors and licensed retail outlets, and periodic reporting to sales management.

Specific duties, targets and travel requirements will be determined by the company.