Territory Sales Manager (mj002141)

Key Responsibilities

Sales Performance

• Achieve assigned sales volume, revenue, distribution, and profitability targets.
• Develop and implement territory sales plans to deliver sustainable business growth.
• Monitor sales performance and implement corrective actions where necessary.
• Drive product availability and maximize market penetration.

Distributor & Customer Management

• Develop, appoint, and manage distributors, wholesalers, and key retail customers.
• Build and maintain strong business relationships with customers.
• Conduct regular business reviews with distributors to improve performance.
• Monitor distributor inventory levels and ensure adequate stock availability.

Market Development

• Identify new business opportunities and expand the customer base.
• Increase product distribution and numeric coverage within the territory.
• Execute product launches and promotional campaigns successfully.
• Ensure effective implementation of trade marketing activities.

Team Leadership

• Lead, coach, motivate, and develop Sales Representatives within the assigned territory.
• Conduct regular field coaching and performance evaluations.
• Provide ongoing training to improve product knowledge and selling skills.
• Monitor attendance, productivity, and overall team performance.

Trade Execution

• Ensure compliance with company merchandising standards.
• Monitor product visibility, pricing, and promotional execution at retail outlets.
• Conduct regular market visits to evaluate execution quality.
• Ensure proper implementation of Route-to-Market (RTM) strategies.

Sales Operations

• Prepare accurate sales forecasts and territory plans.
• Monitor stock movement and coordinate with supply chain teams to prevent stock-outs.
• Ensure timely order processing and product delivery.
• Manage customer complaints and coordinate prompt resolution.

Financial & Credit Management

• Monitor customer payments and ensure timely collections.
• Minimize overdue receivables and bad debts.
• Ensure compliance with company credit policies.

Market Intelligence

• Monitor competitor activities, pricing, promotions, and new product launches.
• Collect market intelligence and provide recommendations to management.
• Analyze market trends and customer needs to support business decisions.

Reporting

• Prepare daily, weekly, and monthly sales reports.
• Analyze sales performance using key performance indicators (KPIs).
• Present territory performance updates and improvement plans to management.

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