Territory Sales Manager

Intergrow Brands; Ernakulam, Thiruvananthapuram, Kollam; On-site; INR 6,00,000 - 8,00,000; Full time

Job summary

A leading consumer goods company in Kerala is seeking a dynamic Sales Manager to develop and execute sales strategies aimed at achieving targets in the assigned territory. The role involves managing distributor relationships, expanding the retailer network, and providing exceptional team support. Ideal candidates will have experience in sales planning and a strong background in team management. This position offers opportunities to leverage technology for sales analytics and reporting, fostering a results-driven environment.

Qualifications

• Experience in sales planning and execution within a territory.
• Ability to manage distributor relationships and enhance market share.
• Strong leadership skills to support and motivate team members.

Responsibilities

• Develop and execute a comprehensive sales strategy.
• Manage distributor operations to ensure compliance and performance.
• Expand retail network and build relationships with key outlets.
• Monitor market feedback and implement competitive strategies.
• Utilize technology for sales reporting and analytics.

Skills

Sales strategy development

Distributor management

Market analysis

Team management

Promotional activities implementation

Tools

Microsoft Excel

Sales analytics applications

Job description

Sales Planning and Execution

• Develop and execute a comprehensive sales blueprint for the assigned territory.
• Achieve primary and secondary sales targets on a monthly basis.
• Expand market share and drive sales growth by enhancing product penetration and coverage.
• Ensure timely and accurate order execution, from placement to billing and delivery.

Distributor and Channel Management

• Directly manage distributor, ensuring optimal investment, infrastructure, and active involvement in business development
• Appoint and on-board new distributors as required and ensure their alignment with company standards.
• Monitor distributor payments for primary billing as per PDP and ensure collections are timely and compliant with company terms
• Ensure all distributors are doing secondary billing through the companys software and maintain billing accuracy with zero gap against sales order.

Market Development and Retail Engagement

• Expand the retailer network by focusing on General Trade outlets and identifying and onboarding new outlets for competitive reach
• Develop relationship with top outlets and explore opportunities to partner with alternate channels
• Increase counter share through targeted engagement with key retailers.
• Implement range selling and ensure optimal product placement to minimize damage returns and maximize sales.
• Plan and execute promotional activities to enhance brand visibility and drive product awareness

Team Management and Support

• Manage Sales Officers (SOs) and monitor their daily work to ensure alignment with company objectives and targets.
• Track SO performance, support them in achieving their targets, and help them maximize their incentive potential.
• Support SOs in implementing trade schemes, resolving retailer or distributor issues, and maintaining effective market coverage.
• Conduct joint market visits with SOs daily to provide on the job training, feedback, and motivation to maintain high performance.
• Foster alignment and accountability by conducting daily huddle calls with SOs and holding standard weekly performance score card reviews.

Market Feedback and Competition Monitoring

• Act as a link between the market and the company by providing regular feedback on market trends, customer insights, and competition activities.
• Monitor competitor strategies and provide actionable insights to counter them effectively.

Financial and Credit Control

• Oversee market credit and ensure collections are timely and within agreed terms.
• Ensure distributors follow proper credit discipline and align with company policies.

Technology and Reporting

• Leverage company-provided mobile applications for sales analytics, and market updates.
• Use Microsoft Excel and AI tools for detailed analytics and efficient reporting.
• Submit timely and accurate reports on territory performance and competition info.