Sr Territory Sales Manager - Lahore

Overview To lead the sales team / large scale distributors in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long-term organizational goals.

Responsibilities

Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line with Regional goals and cascade locally to territory team

Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category

Implement & cascade action plan to territory team to execute counter strategies

Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables

Review progress as objectives at weekly meetings and take corrective action as appropriate

Ensure smooth flow of information to ASM / RSM to aid strategic decision making & ensure all financial & sales data is factually correct

Monitor & manage trade discounts with TS month on month

Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability

Implement quality & control measures at distributor outlets – FIFO, stock numbers etc.

Responsible for depot sales tracking & to assist ASM in strategic planning against data gathered on a monthly basis

Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity

Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms

Analyze & propose promotions with positive financial impact through rationalization of brand plans

Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with ASM

Ensure smooth execution of all new product initiatives against regional business strategy

Ensure execution of all merchandizing, display & operational priorities across territories

Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc.

Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders

Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs

Assess and track team capability through ongoing feedback, regular review meetings & KPI tracking

Conduct core skills assessment with DRs and DSRs to ensure strong coaching and selling skills

Conduct field training to ensure market excellence in all area.

Qualifications

Preferably 3 - 5 years of experience in Field Sales particularly in FMCG sector.

Strong leadership skills, People Manager, Problem Solver

MBA or Masters in Marketing & Sales

Written and verbal communication skills

Prioritization skills

Sense of urgency to get results

Proficient use of MS Office needed. Frequent work on complex excel & Power Point applications.

Strong team player

Multi- tasking ability

Proficient in maintaining speed in work.

Analysis and control

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