Territory Sales Manager

JOB DESCRIPTION

RoleTerritory Sales Manager

Title/DesignationJunior Officer

FunctionDomestic Sales

DepartmentConsumer Products Division - Sebamed

Reporting toArea Sales Manager

Job Grade/LevelL2 (C)

Direct Reportees5 - 6

Indirect ReporteesNA

Role Objective:Achieve and exceed sales targets in the assigned territory by effectively implementing sales strategies to cultivate a positive image of USV

KEY RESPONSIBILITIES

Sales Management

• Execute a go-to-market sales strategy for the assigned territory
• Achieve and exceed assigned targets and implement a plan of action to bridge any gaps
• Execute primary sales planning and distributor management for General Trade
• Increase sales volume by identifying and pursuing new business opportunities with key customers
• Conduct regular customer visits to proactively identify and address queries to ensure customer satisfaction
• Operate all schemes and promotional activities as per prior approvals and discussions during review meetings
• Ensure optimal merchandising and strategic product placement in retail stores
• Conduct regular inventory checks and sales data analysis
• Implement and track effectiveness of promotional and marketing activities and campaigns
• Document outlet expenses (damages trade schemes promotional expenses visibility expenses) periodically for audit purposes
• Settle distributor and outlet claims within the stipulated time frame after validation
• Submit No Objection Certificates (NOCs) from distributors periodically to Area Sales Manager
• Conduct market research to understand customer needs and market trends for the territory
• Assist in new product launches to ensure their success from availability phase to the promotional phase
• Maintain accurate records of sales activities customer interactions and market data
• Communicate regular sales reportsforecasts and market analyticsto senior management
• Participate in induction and central training programs cycle meetings to understand campaigns and processes

Channel Management and Stakeholder Engagement

• Develop and implement a territory coverage plan in consultation with the Area Sales Manager
• Participate in regular meetings with key accounts distributors and channel partners as part of governance
• Ensure optimal placement of products and implement successful sell-out of new products
• Monitor the stock levels and ensure availability of supply to distributors
• Maintain channel hygiene while implementing sales plans
• Foster strong relationships with key accounts distributors suppliers and channel partners

People and Culture

• Adhere to and ensure Credo values are demonstrated
• Attend mandatory training as published by the L&D team
• Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with:Territory Sales Manager Area Sales ManagerFunctional Teams of Finance Supply Chain Procurement

Nature of Interaction:Effective communication in connection with instructions requests or normal work tasksmotivating the team handling escalations

Type of Interaction: External

Interaction with:Customers /CFAs / Distributors /Retail outlets/Channel Partners

Nature of Interaction:Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Must have minimum of 5 8 years of overall experience with 5 years in General Trade and FMCG sales
• Possess relevant functional and process knowledge regulatory aspects and updated knowledge of advancements in his / her area of work

Academic Qualifications & Certifications

• Educational Qualification: Graduation in any field is required

BehaviouralCompetency(Proficiency Levels from 1 5 with 1 being the lowest and 5 being the highest)

Achievement Orientation(3)

Problem Solving and Decision Making (2)

Integrity and Process Compliance (3)

Effective Communication (3)

Customer Orientation (3)

Collaboration (3)

Planning and Execution (3)

Required Experience:

Junior IC