Senior Territory Sales Manager - Arifwala

About the role

The Senior Territory Sales Manager leads the sales team and large-scale distributors in deploying company strategies and developing plans to meet local business needs. The role trains and motivates the team to achieve short-term company objectives and long-term organizational goals.

Key responsibilities

• Set clear SMART objectives to deliver the annual operating plan and strategic plan in line with regional goals, cascading them to the territory team.
• Analyze category development potential within the FMCG portfolio and create plans to grow share in each category.
• Implement and cascade action plans to execute counter strategies, and achieve monthly and quarterly volume targets, brand and pack deliverables.
• Review progress weekly and take corrective action; ensure accurate financial and sales data flows to ASM/ZSM.
• Monitor trade discounts month on month, track distributor ROI and suggest ways to improve distributor profitability.
• Enforce quality and control measures at distributor outlets such as FIFO and stock numbers, and track depot sales.
• Improve market share by identifying untapped channels, new towns, brand and pack sizes and optimal rack productivity.
• Develop alternative GTM mechanisms to address channel partner stability issues and coach distributors and retailers on sales and field skills.
• Analyze competitors and propose promotions with a positive financial impact, and ensure new products, merchandising, display and operational priorities are executed.
• Propose improvements to sales processes, data tracking, payments and supply chain, and maintain a regular physical presence in the territory.

Required profile

• University graduate (BA); preferably 2-4 years of experience in a similar capacity.
• Strong leadership, people management and problem-solving skills.
• Good written and verbal communication, prioritization and sense of urgency.
• Team player with multi-tasking ability and strong analysis and control skills.

Required skills

• Proficiency in MS Office, including frequent work with complex Excel and PowerPoint.