Sr. TSM Bahawalpur

This role is responsible for leading the sales team and managing large-scale distributors to effectively implement company strategies while addressing local business needs. The position involves training and motivating the team to meet both short-term objectives and long-term organizational goals. The ideal candidate will drive category growth, monitor sales performance, and ensure smooth communication across teams to support strategic decision-making.

Key Responsibilities

- Set clear and SMART objectives aligned with the Annual Operating Plan (AOP) and Strategic Plan, cascading these goals to the territory team to meet regional targets.
- Estimate and analyze category development potential within the Fast-Moving Consumer Goods (FMCG) portfolio and develop plans to consistently increase market share in each category.
- Implement and communicate action plans to the territory team to execute counter-strategies effectively.
- Achieve monthly and quarterly volume targets, including brand and pack deliverables.
- Review progress against objectives during weekly meetings and take corrective actions as needed.
- Ensure accurate and timely flow of financial and sales data to Area Sales Managers (ASM) and Zonal Sales Managers (ZSM) to support strategic decisions.
- Monitor and manage trade discounts in collaboration with the Trade Sales (TS) team on a monthly basis.
- Track distributor Return on Investment (ROI) and recommend strategies to enhance distributor profitability.
- Enforce quality and control measures at distributor outlets, including First-In-First-Out (FIFO) stock management and inventory accuracy.
- Oversee depot sales tracking and assist ASM/ZSM in strategic planning based on monthly data analysis.
- Identify untapped channels, new towns, and opportunities for brand and pack size optimization to improve market share and rack productivity.
- Develop team capabilities to address channel partner stability by exploring alternative Go-To-Market (GTM) mechanisms.
- Analyze and propose promotional activities that have a positive financial impact through brand plan rationalization.
- Conduct market intelligence and competitor analysis, coordinating response plans with ASM.
- Ensure smooth execution of new product launches in line with regional business strategies.
- Oversee merchandising, display, and operational priorities across territories.
- Suggest improvements to existing sales processes, including data tracking, payment methods, and supply chain efficiency.
- Foster process improvements with distributors and retailers by collaborating with all relevant stakeholders.
- Maintain a regular physical presence in the territory to understand both internal and external customer needs.
- Continuously assess and track team capability through feedback, review meetings, and KPI monitoring.
- Conduct core skills assessments for Distributor Representatives (DRs) and Direct Sales Representatives (DSRs) to strengthen coaching and selling skills.
- Lead field training initiatives to ensure market excellence in all operational areas.

Required Qualifications

- University graduate with a Bachelor of Arts (BA) degree.
- Strong leadership and people management skills with a proven ability to solve problems effectively.
- Excellent written and verbal communication skills.
- Ability to prioritize tasks and demonstrate a strong sense of urgency to achieve results.
- Proficiency in MS Office, including advanced Excel and PowerPoint skills.
- Strong team player with the ability to multitask and maintain work speed.
- Analytical mindset with a focus on control and process efficiency.

Preferred Qualifications and Benefits

- 2 to 4 years of experience in a similar sales leadership capacity is preferred.

This position offers the opportunity to lead a dynamic sales team, influence market growth, and contribute significantly to the company’s strategic objectives through effective team development and operational excellence.