About the role
- Job description of Territory Sales Officer -TSO
- Job title: Territory Sales Officer -TSO
- Department: Sales
- Reports to: Territory Sales Manager -TSM
- Matrix: Area Sales Manager-ASM, Regional Sales Manager-RSM.
- 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.
- 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.
- 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.
- 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.
- Qualifications:
- Education:
- 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).