The Territory Trade Marketer is responsible for driving secondary sales growth, market execution, distribution expansion, and brand visibility within the assigned territory. The role ensures effective management of distributors, third-party sales agencies, Van Sales Representatives, and Order Bookers to achieve sales targets, maximize outlet coverage, and strengthen market presence across General Trade channels.
Key Responsibilities
Sales Performance & Territory Management
- Deliver and exceed secondary sales targets within the assigned territory.
- Develop and execute territory sales plans to drive revenue growth and market penetration.
- Monitor sales performance and implement corrective actions to address gaps and capitalize on opportunities.
- Ensure effective route-to-market execution to maximize productivity and sales efficiency.
Distributor Management
- Manage distributor relationships to ensure achievement of sales, distribution, and service level objectives.
- Monitor distributor stock levels and replenishment to prevent stock-outs and ensure product availability.
- Conduct regular distributor business reviews and provide recommendations for performance improvement.
- Ensure compliance with company policies, processes, and reporting requirements.
Team Leadership & Field Execution
- Supervise and support Van Sales Representatives, Order Bookers, and field sales teams.
- Manage and coordinate activities of third-party sales agencies to ensure alignment with business objectives.
- Set performance targets, monitor productivity, and provide coaching and guidance to field teams.
- Conduct regular market visits to assess execution standards and team effectiveness.
Trade Marketing & Merchandising
- Drive product visibility, merchandising excellence, and adherence to company standards at retail outlets.
- Execute trade marketing initiatives, promotions, and market activation programs.
- Ensure availability and proper placement of POS materials and promotional assets.
- Monitor campaign effectiveness and provide feedback for continuous improvement.
Market Development & Customer Management
- Expand outlet coverage and identify opportunities for new business acquisition.
- Build and maintain strong relationships with distributors, retailers, and key trade partners.
- Identify distribution gaps and implement initiatives to improve market penetration.
- Ensure excellent customer service and timely resolution of trade-related issues.
Market Intelligence & Reporting
- Monitor competitor activities, pricing, promotions, and market trends.
- Gather and analyze market intelligence to support business decision-making.
- Prepare accurate sales, distribution, and performance reports.
- Utilize sales data and analytics to identify opportunities and improve territory performance.
Requirements
Education
- Diploma or Bachelor's Degree in Sales, Marketing, Business Administration, or a related field.
Experience
- Minimum of five (5) years' experience in FMCG sales.
- Demonstrated experience managing distributors and distributor operations.
- Experience supervising Van Sales Representatives and/or Order Bookers.
- Proven track record of driving territory sales growth and market execution.
- Experience managing sales teams, field execution teams, or third-party sales agencies.
- Strong understanding of secondary sales management and route-to-market operations.
- Strong analytical, reporting, and performance management capabilities.
Preferred Qualifications
- Experience within the beverage industry.
- Experience working with third-party sales agencies.
- Experience in General Trade and Van Sales operations.
- Key Competencies
- Sales and Commercial Acumen
- Distributor Management
- Team Leadership and Coaching
- Territory Planning and Execution
- Negotiation and Relationship Management
- Trade Marketing and Merchandising
- Market Analysis and Business Insights
- Performance Management
- Problem Solving and Decision Making
- Communication and Interpersonal Skills
- Data Analysis and Reporting
- Results-Oriented Mindset
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