Territory Sales In-Charge Full Time

Job Purpose

The Territory Sales In-Charge is responsible for driving secondary sales, expanding distribution width, ensuring market coverage, and leading field-level execution to deliver territory business targets with high compliance and productivity.

Key Responsibilities

1. Sales & Business Performance

• Drive and deliver secondary (retail/outlet) sales targets as per AOP.
• Plan beat-wise sales routing to maximize daily productivity.
• Monitor SKU-wise and outlet-wise sales performance and take corrective actions.
• Ensure achievement of monthly, quarterly, and annual sales objectives.

2. Distribution & Market Coverage

• Strengthen distribution reach by onboarding new retail outlets.
• Ensure no market remains vacant or weak within the assigned territory.
• Improve outlet productivity through focused SKU and category selling.
• Maintain optimal product availability and visibility across channels.

3. Channel & Retailer Management

• Build strong trade relationships with retailers, wholesalers, and market influencers.
• Resolve trade-level issues promptly to maintain business continuity.
• Educate retailers on scheme benefits, product guarantees, and new launches.
• Ensure adherence to company trade terms and commercial guidelines.

4. Scheme & Market Execution

• Execute company schemes, consumer offers, and display drives with 100% compliance.
• Track scheme ROI and retailer adoption.
• Improve brand presence through POSM deployment, merchandising, and planogram compliance.

5. Field Discipline & Governance

• Ensure daily attendance, market visit reporting, and call closure discipline via SFA/HRMS tools.
• Maintain territory records including outlet count, SKU listing, order book, and scheme trackers.
• Submit timely MIS reports to ASM/ZSM.

6. Cross-Functional Coordination

• Coordinate with Supply Chain/Warehouse for stock planning and dispatch alignment.
• Work closely with HRBP-Sales for territory manpower planning and gap closures.
• Support new-joiner onboarding and field handholding when required.

Desired Qualifications & Experience

• Graduate in any discipline
• 6–12 years of FMCG/Distribution-led sales experience in territory roles.
• Experience in handling FMCG brands.
• Strong understanding of retail channels, beats, SKU selling, and scheme execution.
• Comfortable using Sales Force Automation (SFA) / HRMS / Mobile Reporting Tools.

Required Skills

• Territory sales planning and execution excellence.
• Distributor and retailer stakeholder management.
• Data-driven sales tracking and gap analysis.
• Negotiation and conflict resolution at the trade level.
• High field discipline and ownership mindset.