Territory Sales Manager

Job Summary

The Territory Sales Manager (TSM) is responsible for driving sales performance, volume growth, and market share within the assigned territory. The role involves leading and coaching sales representatives, ensuring uninterrupted product deliveries, managing trade assets, and overseeing distributor performance and development. The TSM also monitors market dynamics, coordinates promotional activities, maintains execution standards, and builds productive relationships with outlets, consumers, and distribution teams to achieve business objectives and support Komari's growth.

Purpose of the Role

• Provide daily on-the-ground support to the sales team by coaching sales representatives, driving territory sales, managing relationships between outlets and sales representatives, and overseeing the distribution team.
• Ensure that sales and distribution teams follow execution standards, POSMs are continuously monitored, and deployments are based on value-for-money principles.
• Act as the first point of contact for resolving complaints from outlets and consumers concerning the sales team.
• Assess and validate promotion proposals and promotional outlets submitted by sales representatives before forwarding them for decision-making.
• Coordinate with other Territory Managers to implement promotions as planned and ensure they achieve their intended objectives.

Key Responsibilities and Accountabilities

• Territory Assessment and Opportunity Identification: Analyze territory outlet dynamics using the territory database system; assist in setting outlet targets, prioritizing outlets, and developing routes and sales plans. Identify growth opportunities, allocate promotional and POSM resources across the territory, develop individual and group coaching plans and schedules for sales representatives, monitor competitors' trade practices, and report market changes to initiate appropriate action.
• Sales Execution Planning and Implementation: Ensure sales representatives have the skills and resources required to perform their duties. Evaluate and validate sales representatives' plans, verify POSM distribution and promotional outlets, and communicate relevant plans to the Divisional Sales Manager.
• Distributor Management: Manage distributor performance and development, including recruitment, training, and development of distributors and their staff. Ensure timely payments and an efficient distributor organizational structure. Collaborate with sales representatives and distributors on route planning and development, facilitate discussions with territory warehouse staff, monitor in-trade execution against established standards, and take corrective action when necessary.
• Territory Sales Performance Measurement: Monitor sales volume and market share against targets for the territory and key outlets. Ensure each sales representative implements in-trade activities according to plan. Prepare territory reports covering sales volume, market share, POSM management, in-trade execution, competitor trade practices, on-trade opportunities and challenges, promotions conducted against objectives, and their contribution to sales and brand development.
• Teamwork and Participation: Promote open, honest, and respectful communication throughout the organization. Maintain strong team spirit and productive relationships between the sales team and outlets. Continuously coach team members, identify performance gaps, and implement corrective actions promptly.
• Perform other responsibilities as assigned by the supervisor.

Qualifications and Experience Required

• Education: Bachelor's degree in Sales, Marketing, or any other related field from a recognized university.
• Experience: A minimum of four (4) years of sales experience in the Fast-Moving Consumer Goods (FMCG) industry.

Required Skills and Competencies

• Good analytical skills, a results-oriented approach, and the ability to learn quickly.
• Strong leadership skills, a positive attitude, and an entrepreneurial and innovative mindset.
• Energetic and enthusiastic, with a strong willingness to adopt new approaches and improve performance.
• Team-oriented and motivated to contribute to Komari's growth.
• Strong interpersonal communication and basic report-writing skills.
• Self-motivated and results-driven.
• Demonstrated team leadership skills.
• Proactive decision-making abilities.
• Intermediate proficiency in Microsoft Office applications for reporting and in email communication.