Territory Sales Officer

About the Role
The Territory Sales Officer is responsible for understanding the business dynamics of channel partners, their target market, and the growth drivers of Knauf Philippines. The role requires forecasting sales volume, selling price, and market share based on market conditions within the assigned sales area.

The position is aimed at covering retail accounts, including wholesalers and distributors, while also generating demand from developers, contractors, architects, and other project stakeholders. The Territory Sales Officer promotes and sells Knauf Gypsum Philippines product lines, ensures excellent service to end-user customers, and supports the achievement of sales targets and market share growth.

Key Responsibilities

Sales Execution

• Oversee the daily sales operations of the assigned territory or geographical area.

• Cover assigned accounts through regular face-to-face visits and implement approved coverage plans to ensure maximum distribution in targeted areas.

• Generate demand for new and existing distributors, retailers, wholesalers, contractors, developers, and architects.

• Drive and defend sales by promoting Knauf products and converting customers currently using competitor brands or alternative sheeting materials.

• Expand the project pipeline through regular project aggregation, customer presentations, and active lead generation.

• Effectively close sales opportunities and endorse projects to appropriate channel partners in the territory.

• Maintain strong stock availability in the territory through close coordination with relevant stakeholders.

• Develop market demand through site visits, training sessions, presentations, and customer engagement activities.

• Develop and implement visibility strategies through cost-effective merchandising and promotional programs.

• Monitor market trends, competitive activity, and customer developments, and provide timely market intelligence.

• Build and maintain strong long-term relationships with customers and key decision-makers to ensure retention and business sustainability.

• Provide product knowledge and technical support to customers to support informed purchasing decisions.

• Prepare and deliver sales proposals and presentations to secure business opportunities.

• Achieve monthly sales targets with acceptable contribution margins and support overall territory growth.

Reporting

• Submit sales activity plans and results through One CRM (Salesforce).

• Create and maintain account plans for channel partners.

• Update the Territory Project Retail Database, pipeline, and account status on a regular basis.

• Prepare and submit monthly territory plans, market potential assessments, issues, and concerns.

• Present monthly territory updates to relevant internal stakeholders.

• Submit monthly sales forecasts accurately and on time.

• Provide quarterly territory growth updates per account.

• Report competitor activities and relevant market developments.

• Ensure timely submission of reimbursement, liquidation, and other required administrative reports.

• Maintain proper record-keeping and safekeeping of company records.

Coordination

• Coordinate closely with Marketing for pricing, programs, and collaterals.

• Coordinate with Supply Chain / Operations for inventory, production, delivery, and stock availability concerns.

• Coordinate with Finance for accounts receivable, reconciliation, and collection-related matters.

• Work collaboratively with other sales teams, including Architectural Services and Technical, to support customer requirements and opportunity conversion.

About You

• Bachelor’s Degree, preferably in Engineering, Architecture, or Business.

• At least 3 years of experience in the construction and/or building materials industry, FMCG, or pharmaceuticals.

• Experience in business-to-business (B2B) sales.

• Background in project and distribution sales cycle, account management, and territory planning.

• Industry experience in construction markets and building materials is preferred.

• Experience gained in a multinational setting is an advantage.

• Proficient in MS Office applications.

• Willingness and ability to travel extensively within the assigned territory.

• Strong organizational skills and attention to detail.

• Good negotiation, problem-solving, and opportunity-closing skills.

• Ability to multitask effectively in a fast-paced environment.

• Strong customer engagement, communication, and relationship-building capability.

Benefits

• Comprehensive health insurance coverage

• Generous paid leave entitlements

• Continuous training and development opportunities

• Opportunities for career progression and advancement

• A collaborative and supportive work environment