Territory Sales Manager - Multan

Territory Sales Manager

Key Responsibilities

• Deliver monthly, quarterly, and annual sales targets for the assigned territory in line with the area and company objectives.
• Develop and execute territory business plans based on market potential, sales trends, distribution gaps, and growth opportunities.
• Ensure effective Route-to-Market (RTM) execution through optimum territory coverage, beat planning, route adherence, and outlet development.
• Manage and monitor distributor operations to ensure stock availability, order fulfilment, service levels, stock health, and commercial discipline.
• Drive numeric and weighted distribution by expanding outlet coverage, SKU assortment, and productive customer base.
• Ensure excellent in-market execution across availability, visibility, merchandising, pricing, promotions, and product assortment.
• Conduct regular market visits and field audits to identify execution gaps and ensure timely corrective actions.
• Conduct daily morning and evening meeting with DSR/ order bookers, guiding them over MTD performances and MTG deliverables along with the KPI performances.
• Monitor territory performance through sales, distribution, productivity, KPIs and DMS data, identifying trends and opportunities for improvement.
• Track competitor activities, pricing, promotions, new launches, and market developments and provide relevant insights to the ASM.
• Lead and coach the frontline sales team (order bookers) through regular joint market visits, field coaching, performance reviews, and capability development.
• Ensure achievement of individual and team productivity KPIs, including productive calls, strike rate, lines per outlet, call productivity, and route compliance.
• Ensure effective execution of company trade schemes, promotions, visibility initiatives, and new product launches within the territory.
• Coordinate with ASM, Sales Operations, Supply Chain, and Finance to resolve market issues and ensure smooth execution of business priorities.
• Ensure adherence to company policies, approved trade terms, pricing guidelines, credit controls, and commercial processes.

Qualification & Experience

• Bachelor's degree (four years) preferably in Marketing, Commerce, or a related discipline.
• 1–2 years of relevant FMCG sales experience.
• Experience in territory management, distributor handling, market execution, and order booker handling.
• Strong understanding of FMCG distribution, retail dynamics, and Route-to-Market principles.
• Good analytical, communication, negotiation, and people-management skills.