A Territory Sales Incharge is responsible for managing sales, distribution, and market growth in a specific territory (geographical area).
They act as a link between the company (brand) and the market (distributors, wholesalers, retailers, kirana shops, supermarkets, etc.).
Sales & Targets
Achieve monthly, quarterly, and annual sales targets for the assigned territory.
Drive product penetration and volume growth.
Distribution & Availability
Ensure products are available at all retail touchpoints.
Expand coverage by adding new outlets and ensuring proper stock levels.
Retailer & Distributor Management
Handle distributors/stockists in the territory.
Manage orders, credit, claims, and relationships with retailers.
Monitor distributor’s inventory and ensure timely replenishment.
Market Execution
Implement sales strategies, schemes, discounts, and promotions.
Ensure proper visibility (posters, banners, racks, product placement).
Push new product launches.
Team Handling (if applicable)
Manage Salesmen/Retail Sales Representatives (RSRs) and guide them.
Train them in route planning, sales pitch, and market coverage.
Market Intelligence
Collect competitor information (pricing, promotions, new launches).
Share feedback with higher management.
Strong communication & negotiation skills.
Ability to handle pressure and achieve targets.
Good relationship management with distributors & retailers.
Analytical ability (sales data, territory planning).
Leadership (if handling a sales team).
Sales target achievement (%).
Numeric & weighted distribution (how many outlets stock the products, and how well).
Visibility & merchandising scores.
Market share improvement.
Distributor ROI & satisfaction.
Being a Territory Sales Incharge gives you good pay, incentives, job stability, strong learning, growth opportunities, and high value in the job market. It’s a stepping stone toward building a long-term career in FMCG and beyond.
🏢 Company Summary: Udaan is a leading B2B e-commerce platform in India, founded in 2016 to empower small and medium businesses (SMBs). It connects retailers, wholesalers, manufacturers, and brands through a unified digital platform, enabling seamle... Read More