| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Entry level |
| Reports to | Sales Manager |
| Direct reports | None |
| Experience | 1 to 4 years in field sales |
Field Sales Executive job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Field Sales Executive
Department: Sales and Business Development
Reports to: Sales Manager
Location: [City], [office, branch or site]
About the role
A Field Sales Executive sells in person by traveling to customers, outlets or prospects in an assigned area, prospecting and closing on the move. They plan their coverage, meet customers, pitch the offering and book orders or close deals. A good field sales executive keeps the area covered, converts meetings into sales and reports the market clearly. The role reports to a sales or area manager and is a core field selling role across many industries in India.
Key responsibilities
- Plan daily coverage and travel to meet customers and prospects in the area.
- Prospect for new customers and follow up on leads in the field.
- Pitch the company's products or services face to face and handle questions.
- Book orders or close deals and complete the required paperwork.
- Build and maintain relationships with customers for repeat business.
- Ensure product availability and visibility where the role covers outlets.
- Explain schemes and offers and drive their uptake in the field.
- Collect market and competitor information during visits and share it.
- Record visits, orders and customer data in the sales app.
- Report daily activity, sales and market feedback to the reporting manager.
Requirements
- Graduate in business, commerce or any discipline
- Field sales experience is preferred
- A two wheeler and willingness to travel
- 1 to 4 years in field sales
KRAs and KPIs for a Field Sales Executive
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Sales target | Field sales meet the assigned monthly target |
| Coverage | Planned customer and outlet visits completed each day |
| Conversion | Meeting to order conversion kept above the agreed level |
| New customers | New customers or outlets added as per the plan |
| Relationship | Repeat business from existing customers grown as planned |
| Data accuracy | Visit and order data recorded accurately in the app |
Skills and tools
Tools used day to day: Sales force automation app, Smartphone, Product brochures, MS Excel basics.
Reporting line and career path
Next roles: Senior Sales Executive, Territory Sales Manager, Area Sales Manager
Interview questions for a Field Sales Executive
- How do you plan your day in the field?
- How do you find new customers in your area?
- How do you pitch to a customer you meet for the first time?
- How do you convert a meeting into an order?
- How do you keep existing customers coming back?
- Tell me about a tough area you covered and how you managed it.
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What does a field sales executive do?
A field sales executive sells in person by traveling to customers, outlets or prospects in an assigned area. They plan coverage, prospect for new customers, pitch face to face, and book orders or close deals. They build relationships for repeat business, explain schemes, gather market information and record their visits, delivering a monthly sales target from the field.
What is the difference between field sales and inside sales?
Field sales means selling in person by traveling to meet customers and prospects. Inside sales means selling from the office over phone, email and online, without travel. Field sales suits products that need face to face pitching and relationships, while inside sales suits faster, higher volume selling. Many companies use both together.
What skills does a field sales executive need?
They need strong in person selling and pitching, coverage planning to use their day well, and prospecting to find new customers. Relationship building drives repeat business, and self motivation matters since they work independently in the field. Good communication, resilience to rejection and honest market reporting round out an effective field sales executive.