Territory Sales Manager (TSM) – FMCG
Job Summary
We are seeking a results-driven Territory Sales Manager (TSM) to drive sales growth, distributor management, and market expansion within the assigned territory. The candidate will be responsible for achieving sales targets, strengthening distributor and retailer relationships, ensuring market coverage, and executing company sales strategies in the FMCG sector.
Key Responsibilities: Sales & Target Achievement
- Achieve monthly, quarterly, and annual sales targets for the assigned territory.
- Drive primary and secondary sales growth.
- Monitor sales performance and implement corrective actions to achieve targets.
Distributor Management
- Appoint, manage, and develop distributors within the territory.
- Monitor distributor stock levels, sales performance, and profitability.
- Ensure timely order placement and inventory availability.
Retail Market Development
- Expand product availability and visibility across retail outlets.
- Increase market penetration and outlet coverage.
- Conduct regular market visits to retailers, wholesalers, and distributors.
Team Management
- Lead and guide sales officers, sales representatives, and promoters.
- Monitor field activities and provide coaching to improve performance.
- Conduct regular sales meetings and performance reviews.
Trade Marketing Execution
- Ensure implementation of trade schemes, promotions, and merchandising activities.
- Monitor product placement, visibility, and branding in the market.
- Coordinate with marketing teams for campaign execution.
Market Intelligence
- Track competitor activities, pricing, and promotional strategies.
- Gather customer and retailer feedback.
- Identify new business opportunities and growth areas.
Reporting & Compliance
- Prepare sales forecasts and territory reports.
- Maintain accurate records of sales, collections, and market activities.
- Ensure compliance with company policies and sales processes.
Required Skills
- Strong sales and negotiation skills
- Distributor and channel management expertise
- Leadership and team management abilities
- Territory planning and market development
- Analytical and problem-solving skills
- Excellent communication and interpersonal skills
Preferred Qualifications
- Bachelor's degree in Business, Marketing, Commerce, or related field
- 3–8 years of FMCG sales experience
- Experience handling distributors and retail channels
- MBA in Sales/Marketing is an added advantage
Preferred Tools
- Microsoft Excel
- SAP
- Salesforce
- Power BI
Key Performance Indicators (KPIs)
- Sales target achievement (%)
- Primary and secondary sales growth
- Distributor productivity
- Outlet coverage and market penetration
- Collection efficiency
- Product visibility and merchandising compliance
- New outlet additions
Career Growth Path
- Sales Officer
- Senior Sales Officer
- Territory Sales Manager (TSM)
- Area Sales Manager (ASM)
- Regional Sales Manager (RSM)
- Zonal Sales Manager
- National Sales Manager
Industries Hiring TSMs
- FMCG
- Food & Beverages
- Personal Care & Cosmetics
- Consumer Durables
- Dairy Products
- Household Products
- Packaged Foods
Ideal Candidate Profile
- Strong understanding of FMCG distribution and retail networks
- Proven track record of achieving sales targets
- Excellent leadership and people-management skills
- Willingness to travel extensively within the assigned territory
- Ability to build strong relationships with distributors and retailers
Contact HR @ 78458 94914
Pay: ₹25,000.00 - ₹35,000.00 per month
Benefits:
- Cell phone reimbursement
- Provident Fund
Work Location: In person
