Purpose of the Job

The Territory Manager (TM) is supposed to manage and develop Radiohead brands business by building brand/size distribution and in-store marketing impact to maximise potential off-take in a defined geographical Distributor area. The TM will deal mainly with distributors, as well as priority national & local accounts in Retail, MT and On Premise. The purpose is to establish a relationship to implement the sales fundamentals, which drive our business. He is responsible for Primary sales, Secondary sales of respective distributors/towns assigned to him. The TM is responsible for recruitment, training & development of frontline field force both 3rd party and of Distributor.

Key Responsibilities

- Responsibility for Primary & Secondary Sales targets fulfilment for all Distributors, towns & Specified geography. Set up a business and personnel relationship with distributors in order to ensure the long-term success of organization strategies. Implement & align the sales fundamentals (Distribution, Prices, Placements, POSM, Promotions, etc.) with distributor & customer. Measure these fundamentals and adapt them to maximise growth potential.

- The TM is responsible for Distributor Claims, Inventory management, Warehouse hygiene, Automation, reporting any development at the distributor end related to the category.

- Recruitment, Training & Development of frontline field force (3rd Party, Distributors) in his area. Develop, propose, execute & review incentivisation program for the on key deliverables.

- Plan & Execute key marketing aligned activations for the specified geography, Customer in line with set company objective. Align with Field marketing team on Special drives, Event, sales and activations across channels.

- Ensure all relevant outlets within a specific geography are serviced, merchandised by distributors each month as per agreed sales plan across channels. Develop, Implement coverage optimisation plan as per the company guidelines. Ensure right pricing across store formats and channel.

- Execute planned Programs, Promotional & merchandise across customers across channels in the specified geography by guiding and motivating the frontline team across Distributors. Drive incentive programs.

- Continuously develop and review guidelines to track & measure objectives on distribution, shelving, merchandising, and pricing in each outlet, city and area in total.

- Manage Distributor inventory to prevent loss of sale on account of non-availability of stocks by effectively and efficiently working with Distributor, Warehouse & logistic team as per company specified standards.

- Maintain hygiene at the Distributor warehouse as per regulatory and company specified norms. Timely submission of distributor claims along with proper company approved supporting. Resolving Distributor queries if any by co-ordinating with internal finance team.

- Drive alternate channel objective for the geography by getting the distributor and frontline team aligned to the channel requirements.

- Maintain relationship with to accounts across channels eg: Key Store, Contracted accounts and Wholesale to help drive business objectives.

Experience :

- Content : FMCG sales experience 3-5 years, Experience of handling distributors and frontline field force. Experience across channels added benefit.

Knowledge and Skills

- Up to 30 years old

- Basic leadership quality

- Good communication, planning & presentation skills

- Analytical ability, logical thinking

- Passion for the Brand

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