Senior Territory Sales Manager

Opportunity Information

The Role

Leads the sales team and large-scale distributors in deploying company strategies and developing plans to address local business needs, and trains and motivates the team to achieve short-term company objectives and long-term organizational goals.

•Set clear SMART objectives to deliver the AOP and Strat Plan in line with regional goals and cascade them to the territory team •Estimate and analyze category development potential within FLP and create plans to consistently grow shares in each category •Implement and cascade action plans to the territory team to execute counter strategies •Achieve monthly and quarterly volume targets and target brand and pack deliverables •Review progress against objectives at weekly meetings and take corrective action •Ensure smooth flow of information to ASM/ ZSM and ensure financial and sales data is factually correct •Monitor and manage trade discounts with TS month on month •Monitor and track distributor ROI and propose suggestions to improve distributor profitability •Implement quality and control measures at distributor outlets (FIFO, stock numbers etc.) •Track depot sales and assist ASM/ ZSM in strategic planning against monthly data •Improve market share through identification of untapped channels, new towns, brand and pack size and optimal rack productivity •Develop team capability to address channel partner stability concerns by evolving alternate GTM mechanisms •Analyze and propose promotions with positive financial impact through rationalization of brand plans •Monitor competitor activity and identify response plans in liaison with ASM •Ensure smooth execution of new product initiatives against regional business strategy •Ensure execution of merchandizing, display and operational priorities across territories •Propose ways to improve sales processes such as data tracking, payment methods and supply chain •Improve process efficiency with distributors and retailers through liaison with all stakeholders •Maintain a regular physical presence in the territory •Assess and track team capability through ongoing feedback, review meetings and KPI tracking •Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills •Conduct field training to ensure market excellence

Applicants General Eligibility & Requirements

Education, Experience and Skills Requirements