Territory Sales Incharge (TSI)

Marketing & Sales
Mapusa
November 26, 2025
₹30000 - ₹40000 / month
Full Time
Urgent
Application deadline closed.

Job Description

Role Summary
The Territory Sales Incharge is the frontline sales leader responsible for managing a defined territory. The role involves executing company and distributor business plans, driving sales fundamentals, ensuring flawless initiative execution, and training Sales Executives and Merchandisers. The TSI is accountable for territory growth, operational excellence, and capability building of the frontline team.

Reporting & Scope
Reports to: Business Executive

Direct Reports: 8 (Sales Executives & Merchandisers)

Business Responsibility:

  • Coverage, volume, and fundamentals
  • Sales KPIs (CPCDMPVCI or equivalent metrics)
  • Collections and account hygiene
  • Training calendar and capability building
  • Initiative audits and execution quality

Internal Interactions:

  • Distributor Business Executive
  • Finance & Accounts
  • Logistics/Supply Chain
  • HR/People Team
  • Systems/IT Support

External Interactions:

  • Retailers & Channel Partners
  • Wholesale Customers
  • Merchandising & Field Coordinators
  • Delivery and Collection Teams

Key Responsibilities & Performance Measures
Sales Delivery & Territory KPIs

  • Achieve coverage, volume, and sales fundamentals for each Sales Executive.
  • Deliver monthly targets and ensure strong performance on territory KPIs.
  • Ensure high-quality execution in priority stores (golden stores/compliant stores).

Promotions & Launch Management

  • Plan and execute promotions and new launches with 100% execution accuracy.
  • Ensure timely roll-out of campaigns and product initiatives.

Wholesale & Key Customer Management

  • Lead Joint Business Planning (JBP) with wholesale accounts.
  • Achieve targeted objectives and ensure high compliance in key stores.

Local Initiative Execution

  • Drive coverage expansion, new outlet activation, and visibility improvement.
  • Implement local territory development initiatives and ensure target achievement.

Business Analysis

  • Analyze performance by DSE, customer, category, and SKU.
  • Use handheld tools, reports, and pivot tables to derive insights.
  • Identify gaps and prepare action plans for improvement.

Team Training & Capability Building

  • Execute monthly training calendar for Sales Executives and Merchandisers.
  • Ensure skill progression and complete capability certification of the team.
  • Conduct coaching during market visits and in-field sessions.

Operational Compliance & Audits

  • Audit initiative execution and ensure territory compliance standards.
  • Ensure high performance in golden stores and priority outlets.
  • Monitor BCP (Business Continuity Plan) processes and execution.

Meetings & Reviews

  • Lead weekly canvass meetings and drive agenda items.
  • Participate in all business/JBP review meetings.
  • Conduct monthly performance reviews (100% completion).

Reporting & Documentation

  • Maintain accurate sales records, territory reports, and dashboards.
  • Ensure 100% timely submission of all documents and system updates.

Collections & Financial Hygiene

  • Ensure collections as per agreed terms.
  • Maintain zero overdue balances and strong account hygiene.

Requirements

  • Graduate or Postgraduate (Engineering degrees not preferred).
  • 4–5 years of experience in front-line sales, FMCG/Consumer Goods/Retail preferred.
  • Fluency in English and local language.
  • Strong leadership, communication, and people management skills.
  • High initiative, maturity, and persuasive selling ability.
  • Proficient with MS Office and handheld sales tools.
  • Age ≤ 30 years (preferred).

Benefits

  • Travel allowance: Rs 2 per km
  • Additional food allowance: Rs 100 daily
  • Provident Fund (PF)
  • Insurance

 

Spoken Language
Konkani, Marathi, Hindi, English