Territory Sales Representative

Role Overview

This is a field-based commercial role focused on driving revenue growth across a defined territory within the fast-moving consumer goods sector. You will manage the full route-to-market through distributors and wholesalers, while also overseeing van sales operations that serve traditional retail outlets. Your daily work directly affects shelf presence, sell-out velocity, and the overall strength of the company's brand in general trade channels.

Key Responsibilities

• Own the territory sales plan and consistently hit monthly, quarterly, and annual revenue targets through both direct and indirect channels.
• Build and maintain robust commercial relationships with distributors, wholesalers, and key retailers, negotiating terms and resolving operational issues as they arise.
• Monitor and improve route performance for van sales teams, ensuring efficient coverage, proper call frequencies, and optimal stock levels at each stop.
• Lead in-store execution initiatives—merchandising, display placement, and shelf availability—to keep products visible and accessible to shoppers.
• Plan and implement trade promotions, in-store activations, and other tactical campaigns in partnership with distributors and retail customers.
• Gather and analyse competitor activity, pricing shifts, and consumer trends, feeding insights back into regional and national planning discussions.
• Prepare accurate sales reports, demand forecasts, and channel performance analyses to guide inventory decisions and budget allocation.
• Ensure all sales activities follow company policies, trade terms, and food-safety or product-handling standards, especially within van-based distribution.

Requirements & Qualifications

• At least five years of sales experience in the FMCG industry, with a proven history of meeting or exceeding targets in a field or channel-based role.
• Hands-on experience managing distributors, sales agencies, or sub-distributors, including setting joint business plans and monitoring performance against agreed KPIs.
• Solid understanding of van sales and general trade operations, including route planning, secondary sales, and cash-and-carry or mom-and-pop retail dynamics.
• Demonstrated leadership and people management skills, with experience coaching or supervising field staff, van sales representatives, or merchandising teams.
• Strong working knowledge of data analysis, sales reporting, and demand forecasting—comfortable using spreadsheets and basic reporting tools to identify performance gaps and opportunities.
• Excellent communication, negotiation, and problem-solving abilities, with the capacity to collaborate across internal teams and external partners.
• Willingness to travel extensively within the assigned territory and work outside standard office hours when needed for market visits or promotions.