Job Title: Territory Sales Officer (TSO) - General Trade Location: Mangaluru (Mangalore) Karnataka Department: Field Sales & Business Development Employment Type: Full-time
We are looking for a proactive and target-oriented Territory Sales Officer (TSO) to oversee General Trade (GT) operations across the Mangaluru territory for our bakery this role you will be responsible for expanding our retail presence managing distributor operations driving secondary sales and leading a team of distributor sales representatives (DSRs) to ensure maximum market penetration of our fresh and packaged bakery products.
Sales Target Achievement: Drive daily weekly and monthly secondary sales targets for all bakery product categories (breads cakes biscuits rusks and specialty baked goods) across General Trade outlets.
Distributor & Stockist Management: Manage distributor relations monitor inventory levels ensure stock rotation (FEFO - First Expired First Out to manage fresh bakery shelf-life) and enforce timely primary billing and collection cycles.
Territory & Retail Coverage: Plan and execute effective Beat Route Plans (PJP) for maximum coverage across Kirana stores standalone supermarkets and traditional trade outlets in Mangaluru and adjoining suburban pockets.
Field Team Leadership: Supervise train and motivate Distributor Sales Representatives (DSRs) and Field Officers to drive productivity call efficiency and order placement.
Visibility & Merchandising: Ensure prime shelf placement POSM execution and brand visibility at high-footfall GT outlets to drive impulse purchases.
Market Expansion: Identify unrepresented markets open new GT retail accounts and increase product range availability across existing accounts (lines per call).
Damage & Expiry Control: Monitor market returns manage near-expiry stock proactively and minimize returns to protect territory profitability.
Reporting & Competitor Analysis: Track competitor trade schemes pricing strategies and new product launches. Submit daily sales beat audit and stock movement reports via the mobile SFA app.
Monthly secondary sales target achievement (%)
Retail outlet reach and new outlet acquisition rate
Order productivity (Effective calls vs. total calls made)
FEFO compliance and reduction of return/damaged goods percentage
Distributor stock turns and payment collection timelines
Education: Bachelors degree in any stream ( BBA or equivalent).
Experience: 3-6 years of experience in FMCG General Trade sales preferably within packaged food bakery dairy or short-shelf-life goods.
Territory Knowledge: Deep understanding of the Mangaluru market local retail dynamics trade channels and key FMCG distributors in Dakshina Kannada.
Functional & Personal Skills:
Strong negotiation interpersonal and team handling skills
Sound understanding of distributor economics and inventory control
Hands-on experience with Sales Force Automation (SFA/DMS) mobile applications
Languages: Fluency in Kannada and Tulu is essential; working knowledge of English and Hindi/Konkani is a strong plus.
Experience: years
Vacancy: 1
Territory Sales Officer I FMCG I GENERAL MILLS • Mangalore, Karnataka, India
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