Territory Sales Manager

Key Responsibilities

• Responsible for achieving brand wise targeted volume, market share targets at monthly level.
• Implement strategies on product positioning and visibility, market penetration, new market development, retail segmentation, sales mix, and pack sizes to augment business and exceed profit margins.
• Execute the marketing & merchandising initiatives and brand activations within the budget targets in lines with the organizational and regional objectives.
• Plan and execute sales promotion activities to generate demand/ push and build/ sustain & improve brand image.
• Lead the sales team keeping a high level of motivation & drive market execution.
• Liaison with Marketing and Finance teams to set sales goals and budgets to meet and exceed sales targets.
• Commercial discipline: Manage various statutory formalities as per regulation.
• Strong focus on people leadership dimension. Nurture, Grow and Manage functional talent.
• Set the direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals.
• Gain market intelligence and visibility through competitive mapping and market trends across the territory.
• Responsible for On Trade & Off trade for the region.

Key Stakeholders

Internally

• Finance team for claim settlements.
• Marketing/ Activation team for planning and execution of promotions, visibility in the market.
• Branch Manager/ Sales Head for guidance and approvals.
• The Zonal Sales Development Manager (ZSDM) for systems/ formats/ SRS (Seller Representative Systems)
• Regional Marketing team for Brand/ Product Guidelines and best practices

Externally

• Maintain healthy relationship with Trade Partners.

Profile Details

Qualification

• Preferred MBA with minimum 5-6 years of experience in the Alco Bev/ FMCG industry.

Experience

• Proven track record with good leadership skills
• Analytical ability: forecast market trends and analyse all market related data.
• Dynamic sales professional with impeccable execution capabilities; deep understanding of traditional and innovative sales strategies
• Ability to understand and apply market intelligence to branch sales strategy.
• Ability to liaise at all levels/ have administrative ability.

Behavioural skills

• Flexible and creative, an enthusiastic individual with high energy.
• Dealing with Ambiguity: Handles risk and uncertainty comfortably and has good judgement on how new ideas will play out in the market.
• Strong negotiation and influencing Skills: Develops mutually beneficial relationships with key internal stakeholders and customers in line with PR Anti Bribery Gift & Hospitality policy.

Job Posting End Date:

Target Hire Date:

Target End Date: