Sr. TSM Bahawalpur

This role is designed to lead and manage the sales team and large-scale distributors in executing 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 ensure the achievement of sales targets, market share growth, and effective implementation of sales and marketing initiatives across territories.

Key Responsibilities

- Set clear and SMART objectives aligned with the Annual Operating Plan (AOP) and Strategic Plan, ensuring these goals are cascaded effectively to the territory team.
- Estimate and 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 cascade action plans to the territory team to execute counter strategies and achieve monthly and quarterly volume targets, including brand and pack deliverables.
- Review progress against objectives during weekly meetings and take corrective actions as necessary.
- Ensure accurate and timely flow of financial and sales data to Area Sales Managers (ASM) and Zone Sales Managers (ZSM) to support strategic decision-making.
- Monitor and manage trade discounts in collaboration with the Trade Sales (TS) team on a monthly basis.
- Track distributor Return on Investment (ROI) and provide recommendations to enhance distributor profitability.
- Implement quality control measures at distributor outlets, including FIFO (First In, First Out) stock management and stock level monitoring.
- Oversee depot sales tracking and assist ASM/ZSM in strategic planning based on monthly data analysis.
- Drive market share improvement by identifying untapped channels, new towns, and optimizing brand, pack size, and rack productivity.
- Develop team capabilities to address channel partner stability concerns by evolving alternative Go-To-Market (GTM) mechanisms.
- Analyze and propose promotional activities with positive financial impact through rationalization of brand plans.
- Conduct market intelligence and competitor analysis, coordinating with ASM to develop appropriate response plans.
- Ensure smooth execution of new product launches aligned with regional business strategies.
- Oversee the execution of merchandising, display, and operational priorities across all territories.
- Identify opportunities to improve existing sales processes, including data tracking, payment methods, and supply chain efficiency.
- Foster collaboration among distributors, retailers, and stakeholders to enhance process efficiency.
- Maintain a consistent physical presence in the territory to understand and address internal and external customer needs.
- Continuously assess and track team capabilities through feedback, regular reviews, and KPI monitoring.
- Conduct core skills assessments and field training for Distributor Representatives (DRs) and Distributor Sales Representatives (DSRs) to strengthen coaching and selling skills.

Required Qualifications

- Bachelor’s degree (BA) from a recognized university.
- Strong leadership skills with proven experience in people management and problem-solving.
- Excellent written and verbal communication skills.
- Ability to prioritize tasks effectively 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 strong control and monitoring capabilities.

Preferred Qualifications

- 2 to 4 years of experience in a similar sales leadership role within the FMCG or related industry.

This position offers the opportunity to lead a dynamic sales team, drive business growth, and contribute significantly to the company’s strategic objectives in a competitive market environment.