Territory Sales Manager

BAND 5A

KEY RESPONSIBILITIES

Business Growth

• Achieve sales volume and revenue targets as decided for the territory
• Execute trade schemes in line with allocated budget of A&D
• Negotiating and closing monthly sales volume and schemes based on market trends stock assessments and historical data

Sales Planning & Inventory Management

• Implement accurate sales forecasting and quota planning at a customer level basis RTM
• Ensure optimal stock availability at mapped outlets and depots

Channel and Distributor Management

• Drive the distribution KPIs across the territory
• Responsible for performance of third party manpower
• Strengthen the relationship with channel partners (Retail and Wholesale)
• Timely processing of retail trade schemes. Responsible for KYC
• Ensuring timely delivery of orders placed to avoid stock-out situation for end consumer
• Conduct shop audits to assess stock movement brand availability and consumption patterns

Retail Engagement

• Ensure periodic coverage of all mapped outlets
• Responsible for PJP Planning and adherence for self and third party team4
• Implement CSM engagement activities
• Ensure optimal product placement and visibility of PRI portfolio (both organic and hired)
• Ensure Channel Play/Hawk eye scores and execution is delivered as per the norm on monthly basis

Market Intelligence & Performance Monitoring

• Regularly conduct retail outlet audits to study market share movements and track market share
• Prepare and present weekly reports on sales performance key issues and consumer insights
• Use customer feedback and market data to re-strategize selling and promotional initiatives.

Regulatory & Compliance

• Coordinate with Excise authorities to ensure timely permit approvals EVC generation and statutory compliance in markets where we do not have a cluster head
• Support in brand registrations excise liasioning in markets where we do not have a cluster head

Team Leadership

• Lead and motivate DSMs/SEs to build a high-performing sales team.
• Work closely with DSMs/ SEs to address performance gaps in underperforming districts/retailers
• Joint visit along with DSMs/ SEs to customers to ensure adequate support

INTERACTIONS

INTERNALLY:

• Cluster Head
• Commercial Finance
• Territory & NPD Activation Manager
• Region Head

EXTERNALLY:

• Customers
• Distributor/ Channel Partners
• Consumers

Job Posting End Date:

Target Hire Date:

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