Territory Sales Manager TSM - Kochi KL

Job Summary

The Territory Sales Manager is responsible for driving primary and secondary sales of non-dairy creams - bakery  within the assigned territory. The role focuses on distributor management, retail coverage, new customer acquisition, order generation, merchandising execution and achieving sales targets. This is a field-intensive role requiring regular market visits and strong relationship management with distributors, wholesalers, and key bakery customers.

Key Responsibilities

• Achieve monthly and quarterly sales targets for the assigned territory.

• Appoint and manage distributors where required.

• Ensure effective secondary sales through distributor sales teams.

• Expand distribution network by onboarding new retailers, bakeries, and food service outlets.

• Conduct regular market visits to monitor stock availability, product visibility, and competitor activities.

• Drive product promotions, sampling activities, and in-store branding initiatives.

• Ensure timely order collection, payment follow-ups, and credit control.

• Track and report daily sales activities and market feedback to the Area Sales Manager.

• Maintain strong relationships with key bakery clients and institutional buyers.

• Ensure proper product handling and storage practices at distributor and retail levels.

Key Performance Indicators

• Achievement of monthly/quarterly sales targets (%)

• Secondary sales growth in the assigned territory

• New customer addition per month

• Distributor ROI and stock turnover ratio

• Market coverage and beat plan adherence

• Collection efficiency and outstanding control

Visibility & merchandising compliance score

Experience & Qualifications

• Bachelor’s degree in Business, Marketing, or related field
• Mandatory of 8-10 years of minimum field sales experience in creams, preferably in non-dairy creams, or food products.
• Strong knowledge of distributor management and retail sales operations.
• Good communication and negotiation skills.
• Ability to work independently in a field-based role.
• Basic proficiency in MS Excel and sales reporting tools.
• Valid driving license and willingness to travel extensively within the territory.