Manager - Territory Sales

Job Req ID:  25641

Chennai, IN

Function:  Sales and Distribution


Territory Sales Manager

Job Level/ Designation

M1/ Manager

Function / Department




Job Purpose

To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in gross numbers and revenues

Key Result Areas/Accountabilities


  • Establish a Best-in-Class distribution footprint and a strong promoter channel where the TSM is supervising promoters
  • Deliver sales target for all products (voice-prepaid / post-paid, data etc.) by executing the distribution strategy
  • Help zone and circle achieve Revenue targets by driving secondaries through Mass Retail distribution and by pushing unlimited products penetration
  • Monitor quality of acquisition through the distribution channel
  • Competition Tracking & reporting – schemes & programs
  • Ensure availability of stock at retail while adhering to the norms
  • Execute promotional activities for channel partners to drive sales and build market credibility



  • Achieve zonal revenue target for the distribution channel across all products


Distribution expansion and extraction

  • Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies


DSE Management

−              Target Setting – DSE

−              DSE Beat Plan adherence

−              Systems/formats at DSE end

−              Drive Distribution KPIs delivery


MD/AD/SD Management

−              DSE Availability monitoring

−              Monitor Stock holding

−              Day to day Performance Review & discussions

−              Problem Solving

−              Load Out monitoring

−              Systems/formats at MD point

−              HSW compliance

Core Competencies, Knowledge, Experience

Good communication skills

Sales  Planning & Forecasting

Products Services & Technology Knowledge - Consumer

Leads Decision Making & Delivering Results

Analytical Thinking

Building Team Commitment

Must have technical / professional qualifications

•              Essential : Graduation - Regular

•              Desired :  post - graduation in business management/MBA

•              work ex: 1 - 4 years

•              Experience with distribution planning and channel implementation.