TSM - B2C - Hubli

Territory Sales Manager (TSM) - Job Description Section I: Basic Information Role Title: Territory Sales Incharge (TSI) Function/Department: Sales Band/Level: Manager Reporting To: Area Sales Manager (ASM) Section II: Role Summary The Territory Sales Manager is responsible for delivering sales targets within the assigned territory by driving both primary and secondary sales growth.

Responsibilities

• The role focuses on expanding market coverage, increasing outlet productivity, strengthening distribution networks, improving product availability, onboarding new outlets, and providing actionable market intelligence to support business growth.
• Achieve business objectives and sales targets within the assigned territory while adhering to established sales processes.
• Ensure an active and effective distributor network across the territory.
• Identify, develop, and expand business opportunities in both existing and new markets.
• Analyze market trends and proactively address business challenges and growth opportunities.
• Support the ASM in managing distributor and channel partner relationships.
• Enhance distribution reach by increasing both width and depth of product availability.
• Drive secondary sales growth through improved retail outlet performance.
• Increase retailer engagement and awareness while onboarding new outlets as per business plans.
• Strengthen product portfolio penetration through effective range selling initiatives.
• Support activation and development of new sales channels as required.
• Monitor competitor activities, including pricing, schemes, promotions, and product launches.
• Drive new outlet acquisition and business development within the territory.
• Conduct regular market intelligence and competitor benchmarking to identify growth opportunities.
• Maintain regular engagement with distributors, retailers, and other stakeholders to ensure business objectives are met.
• Key Performance Indicators (KPIs) Performance will be evaluated based on the following measurable deliverables: Achievement of primary sales targets versus assigned goals.
• Achievement of secondary sales targets versus assigned goals.
• Distributor network setup and activation against planned targets.
• Distribution achievement of priority and high-focus SKUs versus targets.
• New outlet acquisition and activation against business plans.
• Adherence to secondary work-input parameters, including beat compliance and productive market working time.
• Performance on secondary work-output parameters such as outlet productivity, successful call rate, and distribution depth and width.
• Effectiveness of range selling and outlet coverage initiatives.
• Quality and timeliness of market and competitor intelligence shared with management.

Requirements

• Qualifications and Experience Educational Qualification Graduate in any discipline.
• Experience 3 to 6 years of overall sales experience.
• Prior experience as a Territory Sales Incharge (TSI), Sales Officer (SO), or equivalent role in a reputed FMCG, FMCD, or FMEG organization.
• & Functional Competencies Strong goal orientation with a proven track record of consistently achieving sales targets.
• Results-driven mindset with excellent planning and organizational skills.
• Strong sales, negotiation, and relationship management capabilities.
• High energy, enthusiasm, and the ability to build long-term relationships with distributors, retailers, and key customers.
• Strong market knowledge with good understanding of local geography and trade dynamics.
• Excellent analytical and problem-solving skills.
• Ability to identify growth opportunities and execute business development initiatives effectively.
• Strong stakeholder management and communication skills.
• High level of market presence and regular engagement with customers and channel partners.