Territory Sales Manager Rahim Yar Khan

Overview To lead the sales team/large scale distributors in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long-term organizational goals.

Responsibilities

• Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team
• Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category
• Implement \& cascade action plan to territory team to execute counter strategies
• Responsible to achieve monthly and quarterly volume targets as well as target brand \& pack deliverables
• Review progress as objectives at weekly meetings and take corrective action as appropriate
• Ensure smooth flow of information to ASM/RSM to aid strategic decision making \& ensure all financial \& sales data is factually correct
• Monitor \& manage trade discounts with TS month on month
• Monitor \& track distributor ROI and propose suggestions to leverage on distributor profitability
• Implement quality \& control measures at distributor outlets – FIFO, stock numbers etc.
• Responsible for depot sales tracking \& to assist ASM in strategic planning against data gathered on a monthly basis
• Accountable for improving market share through identification of untapped channels, new towns, brand and pack size \& optimal rack productivity
• Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms
• Analyze \& propose promotions with positive financial impact through rationalization of brand plans
• Market intelligence \& competitor analysis – Monitor competitor activity and identify response plan in liaison with ASM
• Ensure smooth execution of all new product initiatives against regional business strategy
• Ensure execution of all merchandizing, display \& operational priorities across territories
• Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.
• Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders
• Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs
• Assess and track team capability through ongoing feedback, regular review meetings \& KPI tracking
• Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills
• Conduct field training to ensure market excellence in all area

Qualifications

• Preferably 2 - 4 years of experience in Field Sales particularly in FMCG sector.
• Strong leadership skills, People Manager, Problem Solver
• MBA or Masters in Marketing \& Sales
• Written and verbal communication skills
• Prioritization skills
• Sense of urgency to get results
• Proficient use of MS Office needed. Frequent work on complex excel \& Power Point applications.
• Strong team player
• Multi- tasking ability
• Proficient in maintaining speed in work.
• Analysis and control