Territory Sales Officer

Role Overview

Avani Consulting is hiring a Territory Sales Officer for Thrissur, India. The position is focused on driving territory growth in FMCG, food processing, or beverages through strong field execution, distributor management, and disciplined sales planning.

Core Responsibilities

• Work across the market to lift primary and secondary sales, outlet coverage, and distribution performance.
• Plan and execute weekly outlet-level activities for programs such as Bandhan, Mera, Super Mera, and Umang.
• Introduce new products in the market according to company norms and ensure trade programs are implemented properly.
• Handle merchandising activities and support visibility at the outlet level.
• Manage distributors by strengthening key KPI ownership, handling appointment and removal processes as per policy, and improving distributor involvement.
• Support distributor profitability and ROI through recognition initiatives and practical cost-benefit analysis.
• Ensure timely submission and reconciliation of distributor claims, including hard copies, audits, and Mi-Net entries as required.
• Monitor distributor stock levels and keep closing inventory aligned with month-end norms.
• Collect TMR hard copies from distributors and follow up on required documentation.
• Review distributor financial health, calculate ROI, recommend corrective actions where needed, and ensure collection updates are recorded in MIDAS.
• Check that distributor infrastructure is in place and compliant, including beat service, delivery units, DSRs, godown, computer, and staff.
• Track the stability of coverage, DSRs, and distributors to support long-term market sustainability.
• Interview, select, and induct DSRs, then coach and motivate them to improve incentive earnings and performance.
• Provide on-the-job support on selling skills, product knowledge, merchandising, new launches, and level A performance expectations.
• Manage merchandisers where applicable and work to increase their earning potential.
• Carry out ROI calculations, understand pricing cascades, and follow the correct process for L&D claims and other commercial submissions.
• Support food safety audit compliance and ensure all related requirements are covered.
• Maintain program payout processes at the end of each phase in line with company policy.
• Benchmark competition, align with supervisors, and execute aggressive plans to stay ahead in the market.
• Prepare monthly and long-term plans for primary, secondary, coverage, distribution, schemes, special agendas, and incentives with a focus on growth and market share.
• Break down plans by volume and non-volume dimensions, distributor, channel, DSR, outlet, and focus brand.
• Use planning triggers such as six-month averages, effective coverage, BPD, relationship programs, consumer offers, trade offers, and micro-marketing initiatives.
• Analyze growth trends by distributor and brand, and review performance regularly across volume, non-volume, PDA usage, uploads, NPLP, channel results, and merchandising scores.
• Plan travel and beat coverage carefully to ensure all distributors and targets are addressed.
• Use TLOs and COs effectively to drive growth and market share.
• Track channel performance, wholesale performance, major opportunity areas, and daily business movement to support stronger outcomes.
• Monitor reporting needs and maintain accurate data using Midas and Mi Net.
• Prepare and review brand-wise target versus achievement analysis, EC, BPD, RED, JC review, dead outlet reports, channel-wise JC review, outlet performance reports, NPD off-take monitoring, monthly claims, and expense statements.
• Submit incentive claims with supporting documents as per policy and maintain the required reports such as TMR, JC MOR, Block 1, Block 2, and related lists.
• Complete e-claim entries and maintain distributor, outlet, and profile data including historical volume and top outlet reports.

Requirements

• Applicants should have at least 1 year of experience in sales, with experience in FMCG, food processing, or beverage businesses preferred.
• The role calls for 1 to 12 years of relevant sales experience in FMCG or a similar industry.
• A solid understanding of general trade, GTS, retail sales, and distributor handling is necessary.
• Candidates should have a demonstrated history of meeting sales targets in a busy, fast-moving environment.
• Any graduate can apply.

Additional Information

This is a field-oriented territory sales role based in Thrissur, India. The position requires regular market travel, distributor coordination, and hands-on execution across general trade and retail channels. Interested candidates were asked to share their resume by email or WhatsApp to the contact shared in the source listing.

Note

The source listing mentioned a compensation range of INR 9,00,000 to 14,00,000 per year.