Territory Sales Manager

ACG World; Mumbai; Hybrid; CAD 85,000 - 130,000; Full time

Job summary

ACG World is seeking a Territory Sales Manager to drive growth across the US East Coast and Eastern Canada for the hard capsule nutraceutical business. You will expand the customer base, manage CRM records, and report activities to management.

The role requires 5+ years in B2B sales, a B.Sc. or equivalent, a strong Nutra network, and willingness to travel up to 50%. You will collaborate with cross-functional teams to meet regional targets and market share.

Qualifications

• 5+ years in B2B Sales/BD in Nutra.
• Bachelor’s degree or equivalent.
• Strong network in Nutra industry.
• Willing to travel 50%.

Responsibilities

• Aim for market leadership and grow the business in the territory.
• Monitor monthly sales and establish forecasts aligned with targets.
• Expand customer base in the territory segment.
• Identify and prospect new opportunities for growth.
• Collaborate with R&D and marketing on product development ideas.
• Support pricing initiatives and collect payments per credit limits.
• Develop and manage an efficient sales network.
• Regularly visit customers to drive sales and development.
• Attend trade shows to represent the company.
• Gather market intelligence to understand competitors and trends.

Skills

Territory management

B2B sales

Nutra industry

CRM

Education

B.Sc. or equivalent

Tools

CRM software

Sales forecasting

Job description

ACG is a global organization and one of the world’s only fully integrated pharmaceutical and nutraceutical manufacturing solutions companies, headquartered in Mumbai, India. We offer a comprehensive portfolio spanning hard capsules, equipment, films and foils, and packaging solutions.

In North America, we operate an office in New Jersey supporting the broader Americas region, along with remote teams in Canada and warehousing locations across both the U.S. and Canada.

Job Objective:

• This position will be responsible to manage and grow the Nutraceutical in US East Coast and Eastern Canada for the hard capsule business with existing and new customers to deliver the sales targets, maintain and increase market share. The incumbent will report activities/results of customer contacts to management and maintain accurate CRM input and information, keeping them informed of market conditions and competitive activities.
• In addition, the Territory Sales Manager will collaborate closely with Customer Service Representatives, Sales Managers, Field Service Engineers, Quality Personnel, and Business Development colleagues to ensure customer needs are being properly fulfilled and territory sales targets are achieved by driving continued growth.

Primary Responsibilities:

• Aim for market leadership and increase business share in the territory segment to grow the business
• Monitors monthly sales, establish forecasts in line with annual budget targets for the territory and achieve targeted sales volumes
• Establish, maintain, and expand customer base in the territory segment
• Identify and actively search for new prospects, analyse the sales potential and plan sales activities for commercial development
• Interact with R&D and marketing teams of Dietary Supplement Brands/Buyers and identify the products they would like to develop
• Support pricing initiatives and collection from the customers as per the credit limits
• Develop and manage an efficient sales network to improve sales performance, focus on strengthening relationship building
• Regularly visit customers for sales & business development
• Attend trade shows and conventions to represent the company and support marketing efforts outside of standard business hours.
• Gather detailed information on customer and prospect operations, including production volumes, equipment types, and capacity constraints, to build strategy. Identify additional opportunities for bundled solutions and cross-selling across ACG’s business pillars.
• Develop multiple department multi-level contacts at key customers
• Engage and host targeted customers and prospects, as appropriate, to strengthen and maintain business relationships.
• Coordinate management involvement with customer management to strengthen customer/supplier relationships as required
• Provide market intelligence and local trends to understand competitors and market dynamics
• Propose innovative ideas, entrepreneurial thinking, and offer recommendations to enhance market presence and improve overall service levels at ACG
• Ensure the customer database/CRM systems are accurately updated, and documentation for all existing and new business opportunities is shared
• Maintain up-to-date territory plans and prepare for quarterly review updates.
• Prepare weekly highlight reports, entering all visits and relevant communication with customers in the CRM as required

Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the primary responsibilities and agreed between the incumbent, reporting manager and HR.

Key Result Areas:

• Target
• Growth % year on year
• Target
• Growth % year on year
• Repeat order rate , monthly target volume
• Conversion rate (% of new leads converted in that territory)
• % of sales & revenue generated from new products

Requirements:

• 5+ years in B2B Sales and/or Business Development with prior experience in the Nutra industry
• B.Sc. or equivalent
• Having a strong network in the Nutra industry
• Willing to travel extensively – minimum 50% of the time