Territory Sales Officer

Job Summary

We are looking for a Territory Sales Officer to drive business growth and sales performance across an assigned territory through the company's distribution network.

The role will be responsible for managing distributor relationships, achieving sales targets, driving primary and secondary sales, expanding the distribution network, ensuring optimum stock availability, monitoring collections, and improving overall distributor productivity.

The ideal candidate should have strong distribution-market knowledge, commercial acumen, excellent relationship-management skills, and a proven track record of achieving sales targets.

Key Responsibilities

Sales & Business Growth

• Achieve assigned monthly, quarterly, and annual sales targets for the territory.
• Drive primary and secondary sales through the distributor network.
• Develop territory-wise business plans to deliver sales and growth objectives.
• Identify opportunities for territory expansion and distribution network development.
• Drive growth across existing distributors and identify opportunities to increase business productivity.
• Ensure effective execution of company sales strategies, schemes, promotions, and new product launches.
• Monitor territory performance and develop action plans to address business gaps.

Distributor Management

• Manage and develop strong relationships with distributors and channel partners.
• Drive distributor business planning and ensure achievement of agreed sales objectives.
• Monitor distributor stock, sales, order cycles, and inventory levels.
• Ensure optimum stock availability and effective stock rotation.
• Monitor distributor profitability and identify opportunities to improve productivity.
• Ensure timely implementation of company schemes, commercial policies, and sales initiatives.
• Resolve distributor-related operational and commercial issues in coordination with internal teams.
• Identify potential new distributors and support the process of distributor appointment and onboarding.

Candidate Profile

• 2–5 years of relevant experience in distribution sales.
• Experience in FMCG, Apparel, Innerwear, Lifestyle, Consumer Products, or similar industries will be preferred.
• Strong experience in distributor handling and territory sales management.
• Proven track record of achieving sales targets.
• Good understanding of primary sales, secondary sales, distributor productivity, stock management, and collections.
• Strong commercial and business acumen.
• Excellent communication, negotiation, and relationship-management skills.
• Good analytical and problem-solving abilities.
• Strong knowledge of the local market and distributor network.
• Willingness to travel extensively within the assigned territory.
• Proficiency in MS Excel and sales reporting tools.
• Fluent in English and the local language.
• Self-motivated, target-oriented, and capable of working independently.

Key Performance Indicators (KPIs)

• Primary Sales Achievement
• Secondary Sales Achievement
• Territory Growth
• Distributor-wise Sales & Productivity
• New Distributor Addition
• Distribution Network Expansion
• Distributor Stock & Inventory Management
• Collection & Outstanding Management
• Scheme / Promotion Execution
• Distributor Retention & Business Development
• Territory-wise Profitability / Contribution

Key Competencies

Distribution Management | Territory Sales | Distributor Relationship Management | Primary & Secondary Sales | Business Development | Commercial Acumen | Negotiation | Collections | Market Expansion | Sales Analytics | Relationship Building | Target Orientation