The TSM is responsible for the performance of sales in the territory. He/she is responsible for the volume and market share target, leading the sales representatives for maximum achievement of the volume and market share target, making sure day-to-day deliveries in the territory go uninterrupted, trade assets in the territory are properly planned, distributed, and followed up for maintenance and use for the intended purpose. Additionally, the sales supervisor is responsible for the performance, training, and development of the distributor in the territory and their staff.

Purpose of Role 

• This role provides close support for the sales team on the ground daily. The person is responsible for coaching the sales representatives, driving sales in the territory, managing relationships between the outlets and the sales representatives, and managing the distribution team.
• Makes sure execution standards are followed by the sales and distribution team, POSMs are continuously being monitored, deployments are based on value-for-money principles, and acts as the first line to solve complaints on the sales team arising from outlets and consumers.
• Assess and validate promotion proposals and promotion outlets from the sales representatives before passing them on to decision-making. Also, coordinate his sales team with other territory managers to implement promotions and make sure the promotion is implemented as planned and meets the objective.

Key Responsibilities and Accountabilities 

• Asses the territory for opportunities: the sales supervisor is responsible for the outlining the territory outlet dynamics using the territory database system, assist the sales supervisors in setting outlet targets, outlet prioritization, route development and planning, identify, growth opportunity areas, allocating promotional and POSM resources between the areas in the territory, develop a group and individual couching planes and schedules for each sales rep, conduct competitor trade practice tracking to understand the market dynamics and report on the changes to initiate action.

• Plan for sales execution and implementing the sales plan: make sure the sales reps are ready in terms of skills and resources required to do their job, evaluate and validate each sales representative’s plan. Verify the POSM distribution and promotion outlets before communicating with the divisional sales manager.

• Distributor management is in charge of managing the distributor for the territory and the performance of the distributor, including recruiting, training, and development of the distributor, his / her staff, making sure payments are made on time, and ensuring the distributor’s organization is set up for efficient operations. The supervisor works with the representatives and distributors on route planning and development, and facilitates discussions with the territory warehouse staff. Follow up on the in-trade execution in his territory against the standard and take corrective actions

• Measurement of territory sales performance: monitor volume and market share performance against the target for the territory and for key outlets in the territory. Make sure in-trade execution is going according to plan by each sales representative. Develop a territory report on volume, market share, POSM management, in-trade execution, competitor trade practice, on-trade opportunities and challenges, promotions conducted vs the objective, and their contribution to sales and brand development.

• Teamwork and participation: promote an open, honest, and respectful communication culture both up and down the hierarchy. Always make sure the team spirit is in check, and the relationship between the team and the outlets is smooth and productive. Continuously coach the team not only on the day-to-day executions, but also identify gaps and take corrective actions on the spot.

• Complete other responsibilities as assigned by his / her supervisor.