Territory Sales Manager - Lahore

Sales Manager

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 2 - 4 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