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Main job purpose:
The Territory Manager is responsible to ensure outstanding implementation of Brand Point of Purchase (POP) vision at the POP to drive the sales volume growth. The TM is also responsible for management of key distributors (KDs) with respect to overall operations, infrastructure, processes, people capability.
Job summary
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Setting up the Field Management infrastructure – outlet selection by channels, channel management plans;
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Understanding the Brand POP Vision by channels and develop channel/outlet based implementation plans;
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Understanding the Channel Plans and develop implementation plans;
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Implementation of Pop Vision and Channel plans – develop key metrics to monitor implementation and final desired output;
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Use of IT – for evaluating performance against action std. (optional at this stage);
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Performance review – against action standards. Network and take actions where inputs are required from the DSR’s with regards to (wrt) width and depth of availability, assortment and shelving;
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Understanding competitive context and activity and give market feed-back to the Customer Marketing group;
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Assessment of infrastructure requirement wrt size, business potential, capital and infrastructure requirement;
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Manage KD profitability and ROI;
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Selection of distributors – assessment of capability, skill/experience, attitude etc;
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Setting up KD’s in the cluster/territory, including the commercial processes;
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Preparing the infrastructure blue –print for a distributor;
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Outlet mapping, channel segmentation, beat planning;
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Establishing KD operations: sales planning, fixing and monitoring of sales targets and key performance metrics and channel plans;
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Responsible for implementing SHEQ and Security policies and management systems relevant to the role.
Key requirements requirements
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Minimum 3 years’ experience in sales, preference within FMCG;
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Bachelors Degree.