Territory Sales Manager
Full time @PZ Cussons posted 6 hours ago in Sales & Marketing Shortlist Email JobJob Detail
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Career Level Manager
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Experience 3 Years
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Qualifications Degree Bachelor
Job Description
- The Territory Sales Manager (TSM) is responsible for driving sales performance, market penetration, and brand visibility within a defined geographical area. The role involves managing distributor and retail relationships, executing trade marketing initiatives, and ensuring product availability and visibility across all retail channels.
Key Responsibilities
- Develop and execute territory sales plans to achieve volume, value, and distribution targets.
- Manage and support distributors, sub-distributors, and retail partners to ensure optimal stock levels and timely replenishment.
- Conduct regular market visits to monitor retail execution, competitor activity, and customer feedback.
- Implement trade promotions and merchandising strategies to drive off-take and brand visibility.
- Train and supervise field sales representatives and merchandisers.
- Monitor and report on sales performance, market trends, and competitor activities.
- Ensure compliance with pricing, discounting, and credit policies.
- Collaborate with supply chain and logistics teams to ensure timely delivery and stock availability.
- Maintain accurate records of sales activities, customer interactions, and market intelligence.
Key Performance Indicators (KPIs)
- Sales Volume & Value Achievement – Attainment of monthly and quarterly sales targets.
- Numeric & Weighted Distribution – Number of outlets carrying the product and their sales contribution.
- Retail Execution Score – Availability, visibility, and planogram compliance in retail outlets.
- Outlet Coverage & Call Frequency – Number of productive calls made per day/week.
- Trade Promotion ROI – Effectiveness and return on investment of trade marketing activities.
- Stock Availability & Fill Rate – Product availability at distributor and retail levels.
- New Outlet Activation – Number of new retail points opened and activated.
- Distributor Performance Metrics – Order frequency, stock rotation, and payment compliance.
- Market Share Growth – Share of shelf and category performance in the territory.
- Customer Satisfaction & Retention – Feedback from trade partners and retailers.
Minimum Qualifications
- Education: Bachelor’s degree in Sales, Marketing, Business Administration, or a related field. A postgraduate diploma or Master’s in a business-related field is an added advantage.
- Experience: Minimum 3–5 years of sales experience in the FMCG sector, with a strong understanding of route-to-market models and retail dynamics.
Skills:
- Strong negotiation, communication, and interpersonal skills.
- Proficiency in sales reporting tools and CRM systems.
- Analytical thinking and data-driven decision-making.
- Ability to lead and motivate field teams.
- Strong knowledge of the local market and retail landscape.
