Sr. Territory Sales Manager - Arifwala

This role involves leading a sales team and managing large-scale distributors to implement company strategies while addressing local business needs. The successful candidate will be responsible for training and motivating the team to meet both short-term objectives and long-term organizational goals. The position requires a hands-on approach to drive sales growth, improve market share, and ensure smooth execution of business plans across assigned territories.

Key Responsibilities

- Set clear, SMART objectives aligned with the Annual Operating Plan (AOP) and strategic plans at the regional level, and cascade these goals to the territory team.
- Analyze category development potential within the Fast-Moving Consumer Goods (FMCG) portfolio and develop plans to consistently grow 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.
- Monitor progress through weekly meetings, taking corrective actions as necessary to stay on track.
- Ensure accurate and timely flow of financial and sales data to Area Sales Managers (ASM) and Zonal Sales Managers (ZSM) to support strategic decision-making.
- 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 FIFO (First In, First Out) and stock level management.
- Oversee depot sales tracking and assist ASM/ZSM with strategic planning based on monthly data analysis.
- Identify untapped channels, new towns, and opportunities related to brand and pack size 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 rationalized brand plans.
- Monitor competitor activities and collaborate with ASM to develop appropriate response strategies.
- 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 collaboration with distributors and retailers to enhance process efficiency.
- Maintain a regular physical presence in the territory to understand customer needs and market dynamics.
- Continuously assess team capability through feedback, review meetings, and KPI tracking.
- Conduct core skills assessments for Distributor Representatives (DRs) and Distributor Sales Representatives (DSRs) to strengthen coaching and selling skills.
- Lead field training initiatives to ensure market excellence across all areas.

Required Qualifications

- University graduate (Bachelor’s degree preferred).
- Strong leadership and people management skills.
- Excellent problem-solving abilities.
- Effective written and verbal communication skills.
- Ability to prioritize tasks and demonstrate a strong sense of urgency to achieve results.
- Proficiency in MS Office, particularly advanced Excel and PowerPoint skills.
- Strong team player with the ability to multitask and maintain work speed.
- Analytical mindset with good control and monitoring capabilities.

Preferred Qualifications and Benefits

- 2 to 4 years of experience in a similar sales leadership role is preferred.
- Experience working with complex data and strategic sales planning is an advantage.

This position offers the opportunity to lead a dynamic sales force, contribute to business growth, and develop professional skills in a fast-paced environment.