Job Description

Role profile Role title: Territory Sales Manager Function: Distribution Band: M1 Department: S&D Reports to: Distribution Manager Location: Delhi Role purpose : The TSM appoints and manages Channel Partners to effectively service retailers, expand distribution and strengthen trade relationship and conducts rigorous performance reviews in his territory. He/She is responsible for Salesmen & Distributor capabilities for market extraction - acquisitions and revenue. Key accountabilities and decision ownership : Deliver revenue & sales targets Appoint and manage Channel Partners in defined market geography Ensure distributor 3i - infrastructure (office, DSE, computer), investment (working capital) & involvement (ways of working, processes) for reliable & effective service and winning against competition Expand town coverage and distribution outlets to build extraction intensity Visit markets/distributors as per PJP to strengthen market execution & trade relationships Drive extraction from covered sites and towns - quality gross & tertiary Build mPesa distribution, agent transactions & throughput Core competencies, knowledge and experience : 2-4 years of experience in Telco/FMCG Effective Distributor Management Motivate team & build capability Skilled in conflict management Self-driven, can operate with minimal guidance Must have technical / professional qualifications: Graduate, MBA preferred English & local market language Can interpret & construct performance reports Key performance indicators Total tertiary with focus on Data tertiary Net gross - residual gross post T2M Distribution expansion - towns, UAO, DSO mPesa T2M users & throughput

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