| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Manager |
| Reports to | Area Sales Manager |
| Direct reports | Sales Officer, Sales Executive |
| Experience | 4 to 8 years in field sales |
Territory Sales Manager 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: Territory Sales Manager
Department: Sales and Business Development
Reports to: Area Sales Manager
Location: [City], [office, branch or site]
About the role
A Territory Sales Manager owns sales in a defined territory, working the market directly and often leading a small team of officers or executives. They cover outlets and customers, drive primary and secondary sales, manage local distributors and hit the territory target. A strong territory sales manager knows the territory inside out, keeps coverage tight and grows the numbers. The role reports to an area or regional sales manager and may lead sales officers and executives in the territory.
Key responsibilities
- Own the territory sales target and plan monthly numbers by outlet and product.
- Cover outlets, retailers and customers in the territory on a planned beat.
- Drive primary sales to distributors and secondary sales into retail outlets.
- Manage local distributors and keep their stock and service levels healthy.
- Add new outlets and widen the product range sold in existing ones.
- Lead and coach any officers or executives assigned to the territory.
- Run local promotions and merchandising to lift sales at the outlet.
- Track competitor pricing and activity within the territory and report it.
- Handle order booking, credit and claims within the given policy.
- Report territory sales, coverage and market feedback to the reporting manager.
Requirements
- Graduate in business, commerce or any discipline
- MBA in sales or marketing is an advantage
- Field sales experience with distributor handling
- 4 to 8 years in field sales
KRAs and KPIs for a Territory Sales Manager
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 |
|---|---|
| Territory target | Territory achieves 100 percent of the monthly sales target |
| Coverage | Outlet coverage and beat adherence meet the monthly plan |
| Secondary sales | Secondary sales into outlets grown to the agreed level |
| New outlets | New outlets added as per the monthly plan |
| Range selling | Focus products sold across the target share of outlets |
| Distributor service | Local distributor stock and service kept healthy |
Skills and tools
Tools used day to day: Sales force automation app, Distributor management system, MS Excel, Beat plan tools, Smartphone reporting app.
Reporting line and career path
Next roles: Area Sales Manager, Sales Manager, Regional Sales Manager
Interview questions for a Territory Sales Manager
- How do you plan your beat and coverage for the territory?
- How do you grow secondary sales in your territory?
- How do you add new outlets and widen the range they stock?
- How do you keep a local distributor well stocked and serviced?
- How do you respond when a competitor cuts prices in your territory?
- Tell me about a territory you grew and how you did it.
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What does a territory sales manager do?
A territory sales manager owns sales in a defined territory, working the market directly and often leading a small team. They cover outlets and customers on a planned beat, drive primary and secondary sales, manage local distributors and add new outlets. They run local promotions, track competitors and deliver the territory target every month.
What is the difference between a territory and an area sales manager?
A territory sales manager owns a smaller patch and is often hands on in the market, sometimes leading a few officers. An area sales manager owns a larger area made of several territories and leads a bigger team of officers and executives. The territory role is closer to the ground, while the area role is more about leading the team.
What skills does a territory sales manager need?
They need strong field selling, beat and coverage planning, and distributor handling. Growing secondary sales, adding outlets and merchandising well are key, along with local market knowledge and negotiation. Since they often lead a small team, basic coaching helps. Above all, they need discipline and energy to work the territory and hit a monthly number.