Territory Sales Manager (TSM) is responsible for delivering stretch sales and shipment targets, coverage, and in-store presence (Distribution, Shelving, Pricing and Merchandising) across channels in his/her locations. The role is also responsible for bringing all Reckitt's trade initiatives to live is his/her locations.
S/he is also responsible for building the capability of all Distributor's Team in his location(s).
Your responsibilities
Responsible for ensuring key performance indicators (Sales, Shipments, ECOs, Drop Size etc) are met in the assigned territory.
Collaborates with Distributors (DB) and Reckitt HQ team to deliver Targets
Evaluate at regular intervals, the services rendered, coverage and distribution gains
Monitor constantly Distributor stock, sales, and trade receivables of distributors and take corrective actions if and as required, to ensure that the business is healthy.
Responsible for identifying and developing new business opportunities. This involves analysing hard data and extensive field visit with Distributor staff & ASM.
Ensure proper planning of territory coverage plans and the implementation of systematic coverage of the territory and evaluate and modify the same at regular intervals.
Responsible monitoring and reporting competitive activities happening within his locations in line with Reckitt's policies and assess the activities' possible impact on our business.
Forecast brand wise/ SKU wise sales within accuracy norms a month on months to ensure optimum stocks at the DB locations.
Responsible for training the location(s) Distributor's Sales Teams on all sales fundamentals and requisite selling skills needed to win in trade.
Responsible for ensuring the veracity of all data shared by the Distributors with Reckitt for his location(s).
Responsible for assisting ASM in proper verification of claims as per Reckitt's policies.
The experience we're looking for
Competence Required
Should have excellent communication skills.
Should be emotionally intelligent.
Should have strong analytical skills and should be able to forecast/plan with available sales data.
Should possess strong people-relations skills.
Should be able to multi-task with great problem-solving ability.
Professional Qualification Experience
Minimum of B.Sc. or HND in a relevant field, aligned with the business objectives.
Minimum of 2+ years of experience in Sales roles within the FMCG/CPG industry.