Territory Sales Manager

Red Bull; Pune District; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Red Bull is seeking a Territory Sales Manager to lead financial and trade sales across a defined distributor area in India. You will recruit and develop frontline field teams, manage distributor relationships, and execute activations aligned with company objectives.

Responsibilities include achieving distributor targets, optimizing distribution and pricing, and driving channel-specific initiatives across retail, impulse, and on-premise outlets.

Qualifications

• Education: Graduation or higher.
• Experience: 2–5 years in Sales & Distribution in the Alco-Beverage industry or FMCG.
• Good with territory management, distributor management, team handling, execution excellence and market development.
• Must have relevant experience in the HORECA channel.
• Basic leadership quality.
• Analytical ability and logical thinking.
• Passion for the Brand.

Responsibilities

• Responsibility for Financial & Trade Sales targets fulfilment for all distributors and towns.
• Build and maintain relationships with distributors to ensure long-term success.
• Implement sales fundamentals (distribution, prices, placements, POSM, promotions) with distributors.
• Manage distributor claims, inventory, and warehouse hygiene; report developments.
• Recruit, train, and develop frontline field force (3rd party and distributor staff).
• Plan and execute key marketing activations and align with Field Marketing.
• Ensure outlets are serviced and merchandised monthly; optimize coverage and pricing.
• Drive incentive programs for key deliverables and channel requirements.
• Maintain distributor relationships across channels (Perfect Store, Bull Bars, contracted accounts).

Skills

Territory management

Distributor management

Team handling

Execution excellence

Market development

Leadership

Analytical ability

Logical thinking

Brand passion

HORECA channel experience

Education

Graduation / Higher education

Job description

The Territory Sales Manager (TSM) is supposed to manage and develop Red Bull business by building brand/size distribution and in-store marketing impact to maximise potential off-take in a defined geographical Distributor area. The TSM will deal mainly with distributors, as well as priority national & local accounts in Retail and Impulse and On Premise. The purpose is to establish a relationship to implement the sales fundamentals, which drive our business. He is responsible for financial sales, trade sales of respective distributors/towns assigned to him. The TSM is responsible for recruitment, training & development of frontline field force both 3rd party and that of Distributor.

Job Description

RESPONSIBILITIES

Responsibility for Financial & Trade Sales targets fulfilment for all distributors, towns & specified geography. Set up a business and personnel relationship with distributors in order to ensure the long-term success of Red Bull strategies. Implement & align the sales fundamentals (Distribution, Prices, Placements, POSM, Promotions, etc.) with distributor & customer. Measure these fundamentals and adapt them to maximize growth potential.

The TSM is responsible for distributor claims, Inventory management, warehouse hygiene, automation, reporting any development at the distributor end related to the category.

Recruitment, Training & Development of frontline field force (3rd Party, Distributors) in his area. Develop, propose, execute & review incentivization program for the on key deliverables.

Plan & execute key marketing aligned activations for the specified geography, Customer in line with set company objective. Align with Field marketing team on sales drives, event sales and activations across channels.

Ensure all relevant outlets within a specific geography are serviced, merchandised by distributors each month as per agreed sales plan across channels. Develop, implement coverage optimization plan as per the company guidelines. Ensure right pricing across store formats and channel.

Execute planned programs, promotions & merchandise across customers across channels in the specified geography by guiding and motivating the frontline team across distributors. Drive incentive programs.

Continuously develop and review guidelines to track & measure objectives on distribution, shelving, merchandising, and pricing in each outlet, city and area in total.

Manage distributor inventory to prevent loss of sale on account of non-availability of stocks by effectively and efficiently working with distributor, warehouse & regional logistic team as per company specified standards.

Maintain hygiene at the distributor warehouse as per regulatory and company specified norms. Timely submission of distributor claims along with proper company approved supporting. Resolving distributor queries if any by coordinating with regional finance.

Drive alternate channel objective for the geography by getting the distributor and frontline team aligned to the channel requirements.

Maintain relationship with to accounts across channels eg: Perfect Store, Bull Bars, Contracted accounts and Wholesale to help drive business objectives.

Qualifications

Education and Qualifications- Graduation / Higher education

Experience

• 2-5 yearsrelevant experience in Sales & Distribution in Alco - Bev industry / FMCG.
• Good with Territory management, distributor management, team handling, execution excellence and market development.
• Must have relevant experience in the HORECA channel.
• Basic leadership quality
• Analytical ability, logical thinking
• Passion for the Brand