Territory Sales Manager

Key Responsibilities

- Drive Account Sales Growth: Develop and execute customer sales plans to achieve revenue, volume, sell-in and sell-out targets.

- Manage Key Customer Relationships: Build strong relationships with buyers, branch teams and other customer stakeholders, supporting Joint Business Plans (JBPs) and customer reviews.

- Deliver Distribution & Availability: Maximize product listings, assortment, outlet penetration, on-shelf availability and new product launches across assigned accounts.

- Lead In-Store Execution: Ensure high standards of merchandising, visibility, pricing, planogram compliance and perfect-store execution.

- Execute Promotions & Commercial Plans: Coordinate account promotions, seasonal campaigns and e-commerce activities, ensuring effective execution and return on investment.

- Forecast & Monitor Performance: Prepare accurate sales forecasts, track performance against targets and implement timely recovery plans where gaps arise.

- Leverage Data & Insights: Analyze account, outlet, category, brand and SKU performance to identify growth opportunities, risks and competitive threats.

- Manage Commercial Compliance: Monitor credit, collections, claims, rebates and deductions while supporting timely account reconciliation.

- Drive Cross-Functional Collaboration: Partner with Trade Marketing, Marketing, Category, Finance, Supply Chain and Customer Service to deliver customer plans and improve order fulfilment.

- Lead Field Execution: Provide clear priorities and performance follow-up to merchandisers, sales representatives, promoters and agency teams supporting assigned accounts.

Key Performance Indicators

Success will be measured against:

- Revenue, volume, sell-in and sell-out growth

- Forecast accuracy and order conversion

- Distribution, availability and assortment compliance

- In-store visibility and perfect-store execution

- New product listing and launch execution

- Promotional effectiveness

- Customer service and order fulfilment

- Debt, claims and deduction resolution

- Outlet visit productivity

- JBP implementation and delivery against agreed milestones

- E-commerce availability and sales performance.

Key Skills & Competencies

·   Account management, planning and customer negotiation
·    Sales forecasting, target management, and recovery planning
·    Retail execution, merchandising, and perfect-store discipline
·    Data analysis, reporting, and insight generation
·    Stakeholder management and cross-functional collaboration
·    Problem solving, ownership, and disciplined follow-through
·    Coaching and coordination of field and agency teams
·    Proficiency in Excel, PowerPoint, sales reporting, and customer portals.

Qualifications.

- Bachelor’s degree in business, Sales, Marketing, Commerce, or a related field.

- 3–4 years of relevant sales experience, preferably within the FMCG industry and in a territory or field sales role. Prior experience managing the Majid account will be a distinct advantage.

- Demonstrated experience in sales target delivery, distributor/customer management, and retail execution.

- Valid driving license

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