Territory Sales Manager-FMCG

Key Responsibilities

• Drive revenue growth within assigned territories through aggressive B2B client acquisition and account development.
• Develop and execute territory sales strategies aligned with company revenue and market penetration goals.
• Lead, supervise, coach, and motivate a team of field sales representatives to achieve sales KPIs and revenue targets.
• Identify opportunities within manufacturing, retail, distribution, wholesale, HORECA, industrial, and corporate segments.
• Manage and grow relationships with distributors, wholesalers, and strategic key accounts.
• Monitor competitor activities, pricing trends, customer behavior, and market intelligence to inform sales decisions.
• Conduct regular market visits, customer engagements, route audits, and field coaching sessions.
• Ensure effective product visibility, availability, and customer service standards across the territory.
• Prepare accurate sales forecasts, pipeline reports, territory performance reviews, and commercial analysis reports.
• Utilize CRM platforms such as Salesforce, Zoho CRM, HubSpot, or similar systems for pipeline management, reporting, and sales tracking.
• Collaborate with production, finance, logistics, and customer service teams to ensure smooth order fulfillment and customer satisfaction.
• Drive customer retention initiatives and identify upselling and cross-selling opportunities.
• Participate in pricing discussions, commercial negotiations, and contract management processes.
• Support recruitment, onboarding, training, and performance management of the sales team.
• Ensure achievement of monthly, quarterly, and annual sales targets.

• Qualifications & Experience

  • Bachelor’s Degree in Sales & Marketing, Business Administration, Commerce, or a related field.
  • Minimum of 5 years’ experience in FMCG, packaging, paper, print, manufacturing, industrial products, or B2B commercial sales.
  • At least 2 years in a supervisory or team leadership role managing field sales teams.
  • Strong understanding of territory management, route-to-market strategies, and distributor networks.
  • Proven track record of achieving and exceeding sales targets.
  • Experience handling corporate and industrial B2B accounts.
  • Hands-on experience using CRM systems such as Salesforce, Zoho CRM, SAP CRM, or Microsoft Dynamics.
  • Strong analytical, negotiation, presentation, and stakeholder management skills.
  • Excellent commercial acumen and ability to translate market insights into business growth.
  • High levels of initiative, resilience, accountability, and professionalism.
  • Valid driving license will be an added advantage.

  Key Competencies

  • Territory & market development
  • Team leadership & coaching
  • Distributor management
  • Key account management
  • Sales forecasting & analytics
  • CRM & pipeline management
  • Negotiation & closing skills
  • Commercial awareness
  • Relationship management
  • Strategic execution