JOB TITLE Territory Sales Officer (TSO)
FUNCTION PakistanFoods Sales
REPORTS TO Area Sales Manager
JOB PURPOSE To lead the distributor/ organization team in deploying company strategies to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational goals.
POSITION IN ORGANISATION
Supervisor:Area Sales Manager
Peers:Sales Reporting Officers
Sub:ordinates:8 to 20 Distributor Sales Rep. (DSR)
:Permanent Journey Plan development and implementation.
:Screening and hiring of Order Bookers / DSRs?
:Ensure implementation of Annual Operating Plan of which the Key Performance Indicators are:
:Achieving the monthly Volume targets locked at the start of the year
:Productivity of daily planned shops to be visited
:Ensuring Range availability of PCI snacks in the market
:Prime rack location identification and maintenance of rack integrity
:FIFO has to be maintained both at the warehouse and in market
:Negligible stale in the market has to be maintained
:Identify stock requirement at the warehouse
:Deliver volume and revenue target for his territory
:Capability development of distributors and distributor workforce
:Rollout of Sales OOR modules across distributor workforce.
:Effective utilization of promotional budget by distributor and DSR
:Effective utilization of subsidies provided to the distributor i.e. stale allowance, DSR salaries and Van rentals by ensuring that DSR / Distributor lifts all stale product from the market, all vans and DSRs claimed by the distributor work throughout the month
:Conduct in market training/coaching with regular Follow up / Work with
:New account development
:Weekly reporting on all KPIs mentioned above to the ASM
:Management of all PI assets including racks etc.
:Implementation of Sales software at distributor end has to be ensured
KEY PERFORMANCE INDICATORS (KPIs)
:Volume achievement vs. AOP.
:In store business execution results
:Key initiatives and there results
:PDR results and ranking vs. peers
:Flexibility and endurance in a challenging environment.
Internal: All departments executives/managers
External:Distributors, Customers, Warehouse In charge, drivers, suppliers and order bookers.
Qualification:University Graduate (BA/B/)
Strong Leadership Skills, People Manager, Problem Solver
Requirements:Preferably 1:2 years in similar capacity but fresh may also apply.