Territory Sales Manager - FMCG

Key Deliverables

Go-to-Market Strategy:

1. Lead the execution of GTM strategy in the assigned territory with a team of 10-15 Account Managers

2. Deliver Data, Voice and new product targets per set targets

3. Develop individual quotas and assign clusters to Account Managers

4. Design and implement plan for Hunting (New Account Penetration) and Farming (increasing the Avg. Revenue per Account)

5. Grow the revenue from assigned territory by connecting potential B2B Buildings on fiber and also drive extraction from existing connected Buildings with the team of Account Managers

6. Capture Customer inputs in assigned territory in BUC (Bottom Up Construct) template

7. Leverage the Serve to Sell model for building and promoting stronger, long-lasting customer relationships

8. Share recommendations to drive operational excellence

9. Identify building and clusters for network expansion

People Leadership:

10. Ensure right hiring, team motivation and alignment to set goals

11. Ensure timely cascade of goal and target to the AMs, and review them periodically;

12. Track performance against the goals regularly, provide constructive feedback with relevant examples, and take corrective actions

1) Identify learning needs of the team and partner with HR to get the same delivered

2) Drive regular rewards and recognition programs

Trend analysis & Reporting :

13. Present sales and revenue reports and realistic forecasts to the management team

14. Identify emerging trends in your territory, especially for the new products

15. Be aware of competition plans & collect insights for market intelligence

Good-to-Have:

1) Enterprise/ Carrier Product Knowledge

2) Analyze data to draw insights

3) Consultation and facilitation skills