Territory Sales Manager - Modern Trade

Role Overview:

- The Sales Manager for B2B Modern Trade will be responsible for achieving monthly sales targets in the territory through effective distribution setup and customer acquisition.

- This role involves identifying and acquiring customers in key accounts (Institutions & E-commerce), negotiating annual contracts with volume commitments, and ensuring accurate reporting of sales activities and market competition.

- Additionally, the Sales Manager will recruit and manage third-party sales teams, monitor their productivity, and oversee sales activities at the outlet level.

Key Responsibilities:

Sales Management:

- Achieve monthly sales targets by establishing distribution networks and acquiring new customers.

- Identify, negotiate, and enter into annual contracts/tie-ups with key accounts, ensuring volume commitments are met.

- Submit weekly stock and sales reports and track competition activities in the market.

- Recruit, train, and manage third-party sales teams to ensure productivity and performance alignment with set objectives.

- Develop sales beats for the sales team at the outlet level and monitor daily secondary sales at the distributor/beat level.

Customer Relationship Management:

- Break down monthly primary sales plans distributor-wise and share them with distributors along with budgets and secondary sales plans.

- Monitor stock levels at customer end and coordinate with dispatch teams to ensure timely product supply.

- Minimize damage and expiry at the outlet/distributor level by educating channel partners on product quality standards and creating awareness.

- Identify opportunities to engage with customers through loyalty programs, events, and festivals to drive sales in alternate channels.

Financial Management:

- Ensure timely receipt of payments from customers and channel partners.

- Validate trade claims received from distributors and ensure timely submission on a monthly basis.

- Assist in the reconciliation of key accounts and distributors as required.

Qualifications:

- Degree in Business Administration, Sales, or related field.

- Proven track record in B2B sales, preferably in the modern trade sector.

- Strong negotiation, communication, and analytical skills.

- Experience in managing third-party sales teams and driving sales performance.

- Ability to multitask, prioritize, and work effectively in a fast-paced environment.

- Proficiency in MS Office suite and sales tracking software.