Territory Sales Manager - Multan

Continental Biscuits Limited; Multan; On-site; PKR 900,000 - 1,500,000; Full time

Job summary

Continental Biscuits Limited in Multan is seeking a Territory Sales Manager to drive sales within the assigned area, align with company objectives, and develop robust territory plans. You will optimize Route-to-Market coverage, manage distributors, monitor performance, coach frontline sales teams, and ensure effective execution of promotions and trade schemes to boost market share.

You will lead distributor relationships, analyze market trends, and implement strategies to grow revenue while

Qualifications

• Bachelor's degree (four years) preferably in Marketing, Commerce, or a related discipline.
• 1–2 years of relevant FMCG sales experience.
• Experience in territory management, distributor handling, market execution, and order booker handling.
• Strong understanding of FMCG distribution, retail dynamics, and Route-to-Market principles.
• Good analytical, communication, negotiation, and people-management skills.

Responsibilities

• Deliver monthly, quarterly, and annual sales targets for the assigned territory in line with the area and company objectives.
• Develop and execute territory business plans based on market potential, sales trends, distribution gaps, and growth opportunities.
• Ensure effective Route-to-Market (RTM) execution through optimum territory coverage, beat planning, route adherence, and outlet development.
• Manage and monitor distributor operations to ensure stock availability, order fulfilment, service levels, stock health, and commercial discipline.
• Drive numeric and weighted distribution by expanding outlet coverage, SKU assortment, and productive customer base.
• Ensure excellent in-market execution across availability, visibility, merchandising, pricing, promotions, and product assortment.
• Conduct regular market visits and field audits to identify execution gaps and ensure timely corrective actions.
• Conduct daily morning and evening meeting with DSR/ order bookers, guiding them over MTD performances and MTG deliverables along with the KPI performances.
• Monitor territory performance through sales, distribution, productivity, KPIs and DMS data, identifying trends and opportunities for improvement.
• Track competitor activities, pricing, promotions, new launches, and market developments and provide relevant insights to the ASM.
• Lead and coach the frontline sales team (order bookers) through regular joint market visits, field coaching, performance reviews, and capability development.
• Ensure achievement of individual and team productivity KPIs, including productive calls, strike rate, lines per outlet, call productivity, and route compliance.
• Ensure effective execution of company trade schemes, promotions, visibility initiatives, and new product launches within the territory.
• Coordinate with ASM, Sales Operations, Supply Chain, and Finance to resolve market issues and ensure smooth execution of business priorities.
• Ensure adherence to company policies, approved trade terms, pricing guidelines, credit controls, and commercial processes.

Skills

Analytical skills

Communication skills

Negotiation skills

People management

Education

Bachelor's degree (four years) in Marketing/Commerce

Job description

Territory Sales Manager

Key Responsibilities

• Deliver monthly, quarterly, and annual sales targets for the assigned territory in line with the area and company objectives.
• Develop and execute territory business plans based on market potential, sales trends, distribution gaps, and growth opportunities.
• Ensure effective Route-to-Market (RTM) execution through optimum territory coverage, beat planning, route adherence, and outlet development.
• Manage and monitor distributor operations to ensure stock availability, order fulfilment, service levels, stock health, and commercial discipline.
• Drive numeric and weighted distribution by expanding outlet coverage, SKU assortment, and productive customer base.
• Ensure excellent in-market execution across availability, visibility, merchandising, pricing, promotions, and product assortment.
• Conduct regular market visits and field audits to identify execution gaps and ensure timely corrective actions.
• Conduct daily morning and evening meeting with DSR/ order bookers, guiding them over MTD performances and MTG deliverables along with the KPI performances.
• Monitor territory performance through sales, distribution, productivity, KPIs and DMS data, identifying trends and opportunities for improvement.
• Track competitor activities, pricing, promotions, new launches, and market developments and provide relevant insights to the ASM.
• Lead and coach the frontline sales team (order bookers) through regular joint market visits, field coaching, performance reviews, and capability development.
• Ensure achievement of individual and team productivity KPIs, including productive calls, strike rate, lines per outlet, call productivity, and route compliance.
• Ensure effective execution of company trade schemes, promotions, visibility initiatives, and new product launches within the territory.
• Coordinate with ASM, Sales Operations, Supply Chain, and Finance to resolve market issues and ensure smooth execution of business priorities.
• Ensure adherence to company policies, approved trade terms, pricing guidelines, credit controls, and commercial processes.

Qualification & Experience

• Bachelor's degree (four years) preferably in Marketing, Commerce, or a related discipline.
• 1–2 years of relevant FMCG sales experience.
• Experience in territory management, distributor handling, market execution, and order booker handling.
• Strong understanding of FMCG distribution, retail dynamics, and Route-to-Market principles.
• Good analytical, communication, negotiation, and people-management skills.