Territory Sales Manager

Job Title:	Territory Sales Manager (TSM)
Department:	Sales & Marketing
Reporting To:	Area Sales Manager (ASM)
Company:	Energy Beverages Pvt. Ltd. (CLEAR Premium Water)

Position Overview

The Territory Sales Manager (TSM) is responsible for driving sales growth, market penetration, and distributor management within the assigned territory. The role focuses on achieving sales targets, ensuring product availability, strengthening retailer relationships, and executing company sales and marketing initiatives. The TSM will work closely with distributors and field sales executives to maximize market coverage and business growth.

Key Responsibilities

1. Sales Achievement & Market Development

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Expand market coverage by identifying and developing new retail outlets and sales opportunities.
• Ensure availability and visibility of products across all key channels.
• Monitor market trends, competitor activities, and customer requirements.

2. Distributor Management

• Manage distributor operations to ensure smooth order processing and timely deliveries.
• Monitor distributor stock levels and maintain optimal inventory.
• Support distributors in achieving primary and secondary sales targets.
• Resolve distributor concerns and strengthen business relationships.

3. Retail & Outlet Development

• Increase numeric and weighted distribution within the territory.
• Develop strong relationships with retailers, wholesalers, and key customers.
• Ensure effective merchandising, branding, and visibility at retail outlets.
• Identify and activate potential outlets to improve market penetration.

4. Institutional & HoReCa Sales Support

• Generate business from hotels, restaurants, cafés, offices, educational institutions, and other corporate accounts.
• Support negotiations and execution of institutional sales agreements.
• Ensure timely servicing of institutional customers and maintain long-term relationships.

5. Team Supervision & Field Execution

• Guide and monitor Sales Executives/Sales Representatives in the assigned territory.
• Conduct regular market visits and joint working with the field team.
• Track daily productivity, coverage, and sales performance.
• Ensure execution of sales initiatives, schemes, and promotional activities.

6. Brand Visibility & Promotion

• Ensure placement and maintenance of company branding materials, coolers, and point-of-sale materials.
• Execute trade promotions and retailer engagement activities.
• Support marketing campaigns and local activation programs to drive consumer awareness.

7. Reporting & Compliance

• Submit daily, weekly, and monthly sales reports to the Area Sales Manager.
• Monitor sales performance, outlet coverage, and distributor KPIs.
• Ensure compliance with company policies, processes, and quality standards.
• Utilize CRM and sales tracking tools for reporting and planning.

Qualifications & Skills

• Bachelor's degree in Business Administration, Marketing, Commerce, or a related field.
• 3–5 years of FMCG sales experience, preferably in Packaged Drinking Water, Beverages, or Consumer Goods.
• Strong understanding of distributor management and retail sales operations.
• Good communication, negotiation, and relationship-building skills.
• Proficiency in MS Excel and sales reporting tools.
• Willingness to travel extensively within the assigned territory.

Key Performance Indicators (KPIs)

• Achievement of primary and secondary sales targets.
• Distributor sales and stock management performance.
• Numeric and weighted distribution growth.
• Outlet coverage and retail penetration.
• Institutional and HoReCa business development.
• Market execution and brand visibility scores.
• Team productivity and sales call effectiveness.
• Collection efficiency and adherence to company processes.

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