Territory Sales Manager - Multan

The Territory Sales Manager will be responsible for achieving sales targets within a designated territory by implementing effective business strategies and ensuring optimal market coverage. This role involves managing distributor operations, driving sales growth through expanded outlet coverage, and maintaining excellent in-market execution. The manager will lead and coach the frontline sales team, monitor territory performance, and collaborate with cross-functional teams to resolve market challenges and support business priorities.

Key Responsibilities

- Deliver monthly, quarterly, and annual sales targets aligned with area and company objectives.
- Develop and execute territory business plans based on market potential, sales trends, distribution gaps, and growth opportunities.
- Ensure effective Route-to-Market (RTM) execution through optimal territory coverage, beat planning, route adherence, and outlet development.
- Manage distributor operations to maintain stock availability, order fulfillment, service levels, stock health, and commercial discipline.
- Drive numeric and weighted distribution by expanding outlet coverage, SKU assortment, and productive customer base.
- Maintain excellent in-market execution across availability, visibility, merchandising, pricing, promotions, and product assortment.
- Conduct regular market visits and field audits to identify execution gaps and implement timely corrective actions.
- Lead daily meetings with Direct Sales Representatives (DSRs) and order bookers to review month-to-date performance, deliverables, and KPIs.
- Monitor territory performance using sales, distribution, productivity, KPIs, and DMS data to identify trends and improvement opportunities.
- Track competitor activities, pricing, promotions, new launches, and market developments, providing insights to the Area Sales Manager (ASM).
- Coach and lead the frontline sales team through joint market visits, field coaching, performance reviews, and capability development.
- Ensure achievement of individual and team productivity KPIs, including productive calls, strike rate, lines per outlet, call productivity, and route compliance.
- Oversee effective execution of company trade schemes, promotions, visibility initiatives, and new product launches within the territory.
- Coordinate with ASM, Sales Operations, Supply Chain, and Finance teams to resolve market issues and ensure smooth business execution.
- Ensure compliance with company policies, approved trade terms, pricing guidelines, credit controls, and commercial processes.

Required Qualifications

- Bachelor’s degree (four years) in Marketing, Commerce, or a related discipline.
- 1 to 2 years of relevant FMCG sales experience.
- Proven experience in territory management, distributor handling, market execution, and managing order bookers.
- Strong understanding of FMCG distribution, retail dynamics, and Route-to-Market principles.
- Excellent analytical, communication, negotiation, and people-management skills.

No additional preferred qualifications or benefits were specified for this position.