The Territory Trade Marketer is responsible for driving secondary sales growth, market execution, distribution expansion, and brand visibility within the assigned territory. The role ensures effective management of distributors, third-party sales agencies, Van Sales Representatives, and Order Bookers to achieve sales targets, maximize outlet coverage, and strengthen market presence across General Trade channels.
Key Responsibilities
Sales Performance & Territory Management
Deliver and exceed secondary sales targets within the assigned territory.
Develop and execute territory sales plans to drive revenue growth and market penetration.
Monitor sales performance and implement corrective actions to address gaps and capitalize on opportunities.
Ensure effective route-to-market execution to maximize productivity and sales efficiency.
Distributor Management
Manage distributor relationships to ensure achievement of sales, distribution, and service level objectives.
Monitor distributor stock levels and replenishment to prevent stock-outs and ensure product availability.
Conduct regular distributor business reviews and provide recommendations for performance improvement.
Ensure compliance with company policies, processes, and reporting requirements.
Team Leadership & Field Execution
Supervise and support Van Sales Representatives, Order Bookers, and field sales teams.
Manage and coordinate activities of third-party sales agencies to ensure alignment with business objectives.
Set performance targets, monitor productivity, and provide coaching and guidance to field teams.
Conduct regular market visits to assess execution standards and team effectiveness.
Trade Marketing & Merchandising
Drive product visibility, merchandising excellence, and adherence to company standards at retail outlets.
Execute trade marketing initiatives, promotions, and market activation programs.
Ensure availability and proper placement of POS materials and promotional assets.
Monitor campaign effectiveness and provide feedback for continuous improvement.
Market Development & Customer Management
Expand outlet coverage and identify opportunities for new business acquisition.
Build and maintain strong relationships with distributors, retailers, and key trade partners.
Identify distribution gaps and implement initiatives to improve market penetration.
Ensure excellent customer service and timely resolution of trade-related issues.
Market Intelligence & Reporting
Monitor competitor activities, pricing, promotions, and market trends.
Gather and analyze market intelligence to support business decision-making.
Prepare accurate sales, distribution, and performance reports.
Utilize sales data and analytics to identify opportunities and improve territory performance.
Requirements
Education
Diploma or Bachelor's Degree in Sales, Marketing, Business Administration, or a related field.
Experience
Minimum of five (5) years' experience in FMCG sales.
Demonstrated experience managing distributors and distributor operations.
Experience supervising Van Sales Representatives and/or Order Bookers.
Proven track record of driving territory sales growth and market execution.
Experience managing sales teams, field execution teams, or third-party sales agencies.
Strong understanding of secondary sales management and route-to-market operations.
Strong analytical, reporting, and performance management capabilities.
Preferred Qualifications
Experience within the beverage industry.
Experience working with third-party sales agencies.
Experience in General Trade and Van Sales operations.
Key Competencies
Sales and Commercial Acumen
Distributor Management
Team Leadership and Coaching
Territory Planning and Execution
Negotiation and Relationship Management
Trade Marketing and Merchandising
Market Analysis and Business Insights
Performance Management
Problem Solving and Decision Making
Communication and Interpersonal Skills
Data Analysis and Reporting
Results-Oriented Mindset