Territory Sales Officer - TSO

v Job title: Territory Sales Officer -TSO

v Department: Sales

v Geography covered: Corporate office.

v Reports to: Territory Sales Manager -TSM

v Matrix: Area Sales Manager-ASM, Regional Sales Manager-RSM.

v Summary

The Territory Sales Officer (TSO) plays a vital role in driving sales and distribution of FMCG (Fast Moving Consumer Goods) products within a designated territory. You will be responsible for building strong relationships with customers, achieving sales targets, and ensuring optimal product visibility and availability.

v Key Responsibilities

• Develop and implement territory-specific sales plans to achieve assigned sales targets for volume and value across all product categories.
• Prospect and acquire new customers, while maintaining and strengthening relationships with existing accounts.
• Manage distributor and retailer networks to ensure timely deliveries, optimal product placement, and appropriate inventory levels.
• Conduct regular market research to stay updated on industry trends, competitor activity, and customer needs.
• Effectively communicate the value proposition of company brands and products to customers, acting as a brand advocate.
• Plan, execute, and monitor promotional activities, merchandising strategies, and in-store displays to maximize sales impact.
• Prepare accurate and timely sales reports, analyse performance metrics, and identify areas for improvement.
• Manage customer credit effectively and ensure timely collection of payments.
• Build strong relationships with key stakeholders across different departments within the company.
• Ensure adherence to all company policies, procedures, and relevant industry regulations.
  
  

v Key Results Areas (KRAs)

• Sales Growth: Achieve and exceed assigned sales targets for volume and value across all product categories.
• Customer Acquisition & Retention: Develop and maintain strong relationships with existing customers, while actively prospecting and acquiring new accounts.
• Distribution Management: Effectively manage distributors and retailers to ensure optimal product placement, inventory levels, and timely deliveries.
• Market Knowledge & Insights: Stay informed about market trends, competitor activity, and customer needs to develop and implement strategic sales plans.
• Brand Advocacy: Champion the company brand and products, effectively communicating their value proposition to customers.
• Trade Promotion Execution: Ensure successful execution of promotional activities, merchandising strategies, and in-store displays to drive sales.
• Sales Reporting & Analysis: Regularly prepare accurate sales reports, analyse performance metrics, and identify opportunities for improvement.
• Collection Management: Manage customer credit effectively and ensure timely collection of payments.
• Relationship Building: Build strong relationships with key stakeholders across different departments within the company.
• Compliance & Regulations: Ensure adherence to all company policies, procedures, and relevant industry regulations.
  
  

v Key Performance Indicators (KPIs)

• Sales Target Achievement: Percentage of assigned sales targets achieved (volume & value).
• New Customer Acquisition: Number of new customer accounts acquired.
• Customer Retention Rate: Percentage of existing customer base retained.
• Distributor & Retailer Performance: Inventory turnover rate, order fulfilment accuracy, product visibility in stores.
• Market Share Growth: Growth in market share within the assigned territory.
• Sales Conversion Rate: Percentage of leads converted into sales.
• Sales Pipeline Management: Value and volume of the sales pipeline.
• Collection Efficiency: Percentage of on-time payments collected.
• Sales Reporting Accuracy & Timeliness: Timely submission of accurate sales reports.
• Customer Satisfaction Score: Customer satisfaction ratings based on feedback surveys.
  
  

Education

v Qualifications:

• Bachelor's degree in business administration, Marketing, or a related field (preferred).
  
  

Experience

• 4+ years of experience in FMCG sales (highly desirable).
• Proven track record of exceeding sales targets.
  
  

Skills & Knowledge

• Excellent communication, interpersonal, and negotiation skills.
• Strong analytical and problem-solving abilities.
• Ability to build and maintain strong relationships with customers.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint).
• In-depth knowledge of FMCG industry trends and best practices.
• Excellent time management and organizational skills.
  
  

Additional Desirable Skills

• Experience in working with distributors and retailers.
• Experience in brand promotion and merchandising.
  
  

Desired Certifications

• FMCG Sales Certification (a plus).
  
  

Skills: sales,fmcg,business development