Bradfield Consulting

Territory Sales Manager - Nationwide

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Active since 10-03-2017 Job category Marketing
Location Nationwide Level Manager
Educational level Bachelor / Graduate Employment type Permanent contract
Hours 0 Salary -
Our client is a leading marketing and Distribution Company is looking to hire result-oriented and self-motivated staff members who will be working as: Territory Sales Managers across Nigeria.

The Territory Sales Managers will be responsible for ensuring achievement of the target in the assigned territory at minimal cost and service distributor’s’ order adequately.

• The incumbent is directly in charge of covering the assigned territory, servicing appointed Distributors (direct customers) be it Sales Partner. Category A, B and C and retail outlets (indirect customers) by selling our suppliers products from the sales van.
• Must continuously represent the organization in the market place by visiting, taking order, servicing such order and collecting marked feedback for the management decision in the territory.
• For effective coverage of all customers for both direct and indirect customers, the incumbent must have a well – designed itinerary plan prepared monthly but split into weeks and days of the week as greed and approved by Area Sales Manager.
• Expected to complete the visitors’ book in Distributors’ outlet call cards in retail outlets and also expected to breakdown this target to all territory distributors.
• The incumbent must ensure that daily itinerary is followed i.e. visiting customers both direct and indirect customers. However, where special assignment, promotional activities, or important repeat calls would make him not to follow itinerary for days or within the week, the consent of the Area Sales Manager will be required.
• The job holder follows a standard pattern of operation in the Area. Collects order from Distributors in line with available stock in the warehouse. Keeps constant touch with the storekeeper and his Area Sales Manager to ascertain quality and stock available before collection of orders. Ensures orders are collected and Bank Teller follows the confirmed orders. Such orders are processes in the Area Accounts Office through the Area Accountant who raised invoices to be approved by the Area Sales Manager before the target assigned to them by him. He ensures prompt delivery. The demand of products not available are made known to the Area Sales Manager for onward relay to the Headquarter by phone and by competing of Stock Requisition Note duly approved by area Sales Manager and dispatched to Logistic Distribution Manager / Sales Operation Manager.
• Passes information of the trade as to any new development in the sales activities, trade promotion, and advertisement on media, price adjustment, change in packaging, merchandising activities, use of suppliers’ document, stationeries and documentation, record/stock keeping and coach customers on selling skills. The TSM also monitors and ensures credit policy as it affect customers limit are strictly adhere to. He also supervises assigned customers and work with his salesmen on the field to ensure their operations are in line with our standard.
• The job holder prepares weekly and monthly reports. The weekly report indicate the sales performance against target on weekly and cumulative basis for the month while the monthly report is written to give account of all sales activities in the month which include sales performance, comparative sales analysis, reason for variance, quality/product complaints, competitors’ activities, promotional activities and others.

• The job holder is encouraged to recommend potential customer for distributorship appointment. The Sales Rep completes the Assessment Form after receiving application for distributorship from the prospect and passes to Sales Operation Manager through the Area Sales Manager who approves his recommendation after being successful. The TSM will continue to nurture the new customer to meet the required standard. The job holder is to recommend non-performing customer to his ASM for review of status in line with the company’s policy. He should pass all information from the management to his customer promptly.
• The incumbent attends monthly meeting chaired by the Area Sales Manager with other TSMs where the previous month performances are reviewed. The meeting would also enable the sales team to exchange experience and information that would assist them in the new month.
• The job holder has the responsibilities of carrying out all promotion activities in line with approved brief from the Marketing Department as it affects his territory. This activity is supervised by the Area Sales Manager.
• In the course of the operation, the TSM incurs expensed on daily basis. Expenses are collated end of every week to be approved for payment by the Area Sales Manager, such expenses include; fuel claims, hotel/out of station allowances, stationeries and vehicle running expenses. However, the sum total of the monthly expenses are compared to expected budget expenditure by the job holder and further compared with the volume sale. The cost per carton sold is revealed in the Area Sales Manager’s monthly report. The TSM is also expected to keep file records with reference numbers for all his documents which can be inspected by any superior without notice.
• The incumbent ensures proper use of company asset in his care which is the major tool (sales van) used for operation by regular servicing, making sure it is road worthy and keeping of maintenance record.
• The job holder is to establish good rapport and excellent working relationship with customers, members of staff in the Area especially ASM’s secretary, colleagues, Area Accountant and Storekeeper.
• The TSM should posses’ good communication skill, agility, dedication to work, understanding the futures and benefits of each product, good driving, skills and vast knowledge of his territory, ability to recognize opportunities, patience and perseverance

Qualification and Skill Requirement: Minimum of HND, B.Sc. in Sales/Marketing or any related discipline. A Master’s in Marketing/Business Administration will be an added advantage.
1. ALL candidates must be able to drive (small pickups) and will be tested.
2. Delivery mentality.
3. Core FMCG sales experience is highly prized especially if it involves hardcore sales to distributors & retailers in the open markets.

Principal Accountabilities
• Obtain and execute orders which meet or exceed 100% of the sales target across brand.
• Arrange customers’ visit to ensure maximum coverage of the territory.
• Report timely trade feedback to the management recording demand and product complaint.
• Monitor and prepare competitors activities within the assigned territory.
• Keep abreast of any technical changes to company products, system and policy to able to offer up-to-date advice all customers.
• Compile and make available the weekly/monthly respect including sales figures as it affects his territory.

Reporting line: The incumbent is based at the Area Office and reports to the Area Sales Manager along with other TSM and RDE Team Leader.

More information
This listing is a full-time job

Job category Marketing
Industry / Industries Consultancy
Region Nigeria

Contact information

Name Bradfield Consulting