The Territory Sales Manager (TSM) will be responsible for driving sales performance, overseeing operations, and ensuring that company objectives for distribution, volume, and revenue are met across their assigned territory. The territory covers both Future Consumption (FC) channels, including retail and take-home outlets, and Immediate Consumption (IC) channels, such as HORECA (Hotels, Restaurants, and Cafes). The TSM will lead a team of sales representatives, guiding them in achieving their targets while maintaining excellent customer relationships and ensuring commercial strategies are effectively implemented.

TASKS:

1. Team Leadership & Development:
   Lead and mentor a team of Sales Representatives to ensure they meet distribution, volume, and revenue-per-volume targets. Conduct regular field visits to monitor and support their performance, providing coaching and identifying areas for improvement.
2. Sales Target Achievement:
   Drive the achievement of sales volume, distribution, and revenue-per-volume targets across all brands within both Future Consumption (retail/take-home) and Immediate Consumption (HORECA) channels. Ensure each team member understands and reaches their objectives.
3. Field Presence:
   Be actively present in the field, supporting sales representatives during client visits. Identify and seize growth opportunities with both existing and new clients across all channels.
4. Client Relationship Management:
   Build and maintain strong relationships with clients in both FC (retail) and IC (HORECA) channels. Negotiate commercial terms that deliver mutual benefits and long-term growth for both the company and clients.
5. Commercial Execution:
   Ensure that commercial strategies, including product placement, promotional activities, and merchandising standards, are properly executed in all FC and IC outlets.
6. Reporting & Analytics:
   Maintain full visibility of sales numbers and territory performance. Track progress, analyse trends, and provide key reports to superiors on sales performance and key metrics.
7. Target-Oriented Focus:
   Cultivate a results-driven culture within the team, ensuring challenging sales targets are met. Provide hands-on support to sales reps in overcoming challenges and maximizing opportunities.
8. Cross-Functional Collaboration:
   Work closely with internal teams (e.g.Marketing, Operations) to ensure seamless execution of promotions, stock management, and product knowledge initiatives.

 

Key Requirements:

1. Experience:
   Minimum of 3 years experience in a sales management role. Experience in FMCG will be considered as an asset
2. Leadership Skills:
   Proven ability to manage and coach a team of sales professionals, with a track record of achieving sales targets through effective leadership.
3. Sales & Commercial Acumen:
   Strong understanding of sales processes, commercial negotiations, and relationship management. Ability to define and negotiate commercial terms to drive profitability.
4. Analytical Skills:
   Ability to analyse sales data, interpret key trends, and provide actionable insights to improve performance.
5. Field Sales Orientation:
   Willingness to be regularly out in the field, leading by example and providing guidance during client visits.
6. Target-Driven Mindset:
   Ability to excel in a fast-paced, target-driven environment.
7. Communication & Negotiation:
   Strong interpersonal, communication, and negotiation skills, with the ability to build relationships and influence commercial outcomes.

This position offers the right individual a highly engaging role with ample learning and growth opportunities, leading a strong sales team and contributing to the company’s growth in a competitive market whilst promoting world renown beverage brands