Territory Sales Manager

Key Responsibilities

Drive Account Sales Growth: Develop and execute customer sales plans to achieve revenue, volume, sell-in and sell-out targets.

Manage Key Customer Relationships: Build strong relationships with buyers, branch teams and other customer stakeholders, supporting Joint Business Plans (JBPs) and customer reviews.

Deliver Distribution & Availability: Maximize product listings, assortment, outlet penetration, on-shelf availability and new product launches across assigned accounts.

Lead In-Store Execution: Ensure high standards of merchandising, visibility, pricing, planogram compliance and perfect-store execution.

Execute Promotions & Commercial Plans: Coordinate account promotions, seasonal campaigns and e-commerce activities, ensuring effective execution and return on investment.

Forecast & Monitor Performance: Prepare accurate sales forecasts, track performance against targets and implement timely recovery plans where gaps arise.

Leverage Data & Insights: Analyze account, outlet, category, brand and SKU performance to identify growth opportunities, risks and competitive threats.

Manage Commercial Compliance: Monitor credit, collections, claims, rebates and deductions while supporting timely account reconciliation.

Drive Cross-Functional Collaboration: Partner with Trade Marketing, Marketing, Category, Finance, Supply Chain and Customer Service to deliver customer plans and improve order fulfilment.

Lead Field Execution: Provide clear priorities and performance follow-up to merchandisers, sales representatives, promoters and agency teams supporting assigned accounts.

Key Performance Indicators

Success will be measured against:

Revenue, volume, sell-in and sell-out growth

Forecast accuracy and order conversion

Distribution, availability and assortment compliance

In-store visibility and perfect-store execution

New product listing and launch execution

Promotional effectiveness

Customer service and order fulfilment

Debt, claims and deduction resolution

Outlet visit productivity

JBP implementation and delivery against agreed milestones

E-commerce availability and sales performance.

Key Skills & Competencies

Account management, planning and customer negotiation

Sales forecasting, target management, and recovery planning

Retail execution, merchandising, and perfect-store discipline

Data analysis, reporting, and insight generation

Stakeholder management and cross-functional collaboration

Problem solving, ownership, and disciplined follow-through

Coaching and coordination of field and agency teams

Proficiency in Excel, PowerPoint, sales reporting, and customer portals.

Qualifications.

Bachelor’s degree in business, Sales, Marketing, Commerce, or a related field.

3–4 years of relevant sales experience, preferably within the FMCG industry and in a territory or field sales role. Prior experience managing the Majid account will be a distinct advantage.

Demonstrated experience in sales target delivery, distributor/customer management, and retail execution.

Valid driving license

Minimum qualifications

BA/BSc/HND

How to apply

Use the link(s) below to apply on company website.

Graduate Intern - Marketing

Territory Sales Manager

https://www.myjobmag.co.ke/apply-now/1376589

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