Job Description – Territory Sales Officer (TSO)
Department: Sales & Marketing
Reporting To: Area Sales Manager / Regional Sales Manager
Industry: FMCG – Ready-to-Eat (RTE) & Ready-to-Cook (RTC) Foods
Location: Assigned Territory
Employment Type: Full-Time
Working Days: 6 Days a Week (Weekly Off as per Company Policy)
Salary: ₹30,000 – ₹40,000 per month (Based on Experience)
Job Summary
The Territory Sales Officer (TSO) is responsible for achieving primary and secondary sales targets within the assigned territory by developing an effective distributor network, increasing retail coverage, driving product visibility, and ensuring excellent market execution. The role focuses on expanding the brand's presence across General Trade, Modern Trade, HoReCa, and local institutions while maintaining strong relationships with distributors and retailers.
Key ResponsibilitiesSales & Business Development
- Achieve monthly, quarterly, and annual sales targets.
- Increase market share within the assigned territory.
- Develop new markets and identify untapped business opportunities.
- Drive primary and secondary sales growth.
- Expand product penetration across all assigned sales channels.
- Achieve SKU-wise sales objectives.
Distributor Management
- Appoint new distributors as per company guidelines.
- Build and maintain strong distributor relationships.
- Monitor distributor ROI and overall business performance.
- Ensure optimum inventory levels and stock rotation.
- Monitor distributor billing and resolve issues promptly.
Retail Coverage
- Increase active retail outlet coverage.
- Expand numeric and weighted distribution.
- Ensure strict adherence to the beat plan.
- Visit retailers as per the approved journey plan.
- Improve outlet productivity and generate repeat orders.
Market Execution
- Ensure availability of all listed SKUs.
- Monitor and minimize Out-of-Stock (OOS) situations.
- Improve product visibility and shelf presence.
- Execute merchandising standards.
- Implement promotional activities and display POSM/branding materials effectively.
New Product Launch
- Execute successful new product launches.
- Conduct retailer awareness and product education activities.
- Ensure immediate product availability.
- Generate trial and repeat orders.
Retailer Relationship Management
- Build long-term relationships with retailers.
- Handle retailer complaints professionally.
- Collect retailer feedback and market insights.
- Educate retailers about product benefits, promotional schemes, and offers.
Competitor Analysis
- Monitor competitor pricing, promotions, and schemes.
- Track competitor product launches.
- Study competitor distribution strategies.
- Share regular market intelligence with management.
Sales Planning & Reporting
- Prepare daily route plans and market visit schedules.
- Submit Daily Sales Reports (DSR), Weekly Sales Reports (WSR), and Monthly Sales Reports (MSR).
- Maintain accurate sales records and customer information.
- Share market feedback with the reporting manager.
Collections
- Coordinate with distributors for timely payment collections.
- Support recovery of overdue payments wherever applicable.
Brand Promotion
- Conduct product demonstrations and sampling activities.
- Participate in local exhibitions, food festivals, and promotional events.
- Execute retailer and consumer engagement programs.
- Support local marketing initiatives and product launches.
Key Performance Indicators (KPIs)
- Primary Sales Achievement
- Secondary Sales Achievement
- Sales Value Growth
- Volume Growth
- Active Retail Outlets
- Productive Calls
- Beat Plan Adherence
- New Retailer Addition
- New Distributor Development
- SKU Availability
- Product Visibility Compliance
- Collection Efficiency
- Market Share Growth
- Reporting Accuracy
- Team Discipline
Educational Qualification
- Graduate in any discipline.
- MBA/PGDM in Marketing is preferred.
Experience
- 2–5 years of FMCG sales experience.
- Experience in Food, Snacks, Ready-to-Eat (RTE), Ready-to-Cook (RTC), Grocery, or Consumer Goods is preferred.
- Strong understanding of General Trade (GT) and distributor management.
Required Skills
- Distributor Management
- Retail Sales
- Negotiation & Communication Skills
- Market Development
- Sales Planning & Forecasting
- Territory Management
- Merchandising
- Team Coordination
- Problem Solving
- Microsoft Excel & MS Office
- Sales Force Automation (SFA) Applications
Travel Requirements
- Extensive travel within the assigned territory.
- Daily market visits.
- Periodic outstation travel as required.
- Valid driving licence and two-wheeler preferred.
Performance Expectations
- Consistently achieve assigned sales targets.
- Maintain healthy and profitable distributor relationships.
- Ensure high retail coverage and SKU availability.
- Expand market penetration and distribution reach.
- Submit accurate and timely reports.
- Represent the company professionally in the market.
How to Apply
Interested candidates are invited to share their updated resume.
Contact Person: HR Department
Mobile: +91 93163 10402
Email: [email protected]
Pay: ₹40,000.00 - ₹60,000.00 per month
Work Location: In person
