Territory Sales Manager

About the role

KEY RESPONSIBILITIES
CUSTOMER MANAGEMENT
 Managing a Network of 8+ distributors, 15+ GTD and 250+ retailers across the East states.
 Complete management of Super Distribution network.
 Managing operations of the Super Distributor based out of Kolkata.
 Ensuring an optimum ROI for the super distributor network with a strong check on all network health parameters like Inventory
Quality, Market credit and other investments.
 Manage ROI and optimum range + inventory for local distributors as per company specified norms.
TEAM MANAGEMENT
 Manage a team of distributor sales representatives across the eastern region
 Track business delivery
 Plan town level targets and achievement
BUSINESS REPROTING AND COMMERCIAL HYGIENE
 Submission of claims for all local distributors
 Timely submission of all sales reports including sales reports, closing stock and tertiary sales
 Ensure usage of company IT devices – Hand Held devices and distributor software in market
COMMERCIAL EXECUTION
 Ensuring the application at sales points of Category and Trade Marketing policies and operative activities performed by field staff
E.g. POSM, Loyalty Programs for network, Monthly Schemes etc.
 Ensuring perfect launches as per trade marketing plans for all new SKUs
 Detailed understanding of all business commercials including pricing and margin cascades.
 Ensure coverage of all specified outlets through existing set of distributors
 Manage all network conflicts to minimize any disruption in business.
 Handle all retailer queries around product with hands on knowledge of the complete portfolio.
 Drive product education for the team and the network
 Providing insights and market intelligence on all competition activity
QUALIFICATIONS AND EDUCATION REQUIREMENTS
 5+ years of experience in channel sales and distributor management in States
 Minimum Graduate or Post-Graduate degree in any discipline
PREFERRED SKILLS
 Experience in handling super distribution network
 Experience gained in the FMCG / Toys / Stationery segment with a proven track record of success in a similar role.
 Demonstrable experience in managing complex teams
 Working knowledge of MS Office for daily reporting – Excel, PowerPoint, Word
 Fluent English
 Knowledge of local languages will be an added advantage.
ADDITIONAL NOTES: EXTENSIVE TRAVEL ACROSS EASTERN STATES IS REQUIRED FOR THE ROLE.

Skills & keywords