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JOB TITLE Territory Sales Officer (TSO)
FUNCTION Pakistan Foods Sales
REPORTS TO Area Sales Manager
To lead the distributor/ organization team in deploying company strategies to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational goals.


Supervisor: Area Sales Manager
Peers: Sales Reporting Officers
Sub-ordinates: 8 to 20 Distributor Sales Rep. (DSR)

Permanent Journey Plan development and implementation
Screening and hiring of Order Bookers / DSR

Ensure implementation of Annual Operating Plan of which the Key Performance Indicators are met
Achieving the monthly Volume targets locked at the start of the year
Productivity of daily planned shops to be visited
Ensuring Range availability of PCI snacks in the market
Prime rack location identification and maintenance of rack integrity
FIFO has to be maintained both at the warehouse and in market
Negligible stale in the market has to be maintained
Identify stock requirement at the warehouse
Deliver volume and revenue target for his territory
Capability development of distributors and distributor workforce
Rollout of Sales OOR modules across distributor workforce.
Effective utilization of promotional budget by distributor and DSR
Effective utilization of subsidies provided to the distributor i.e. stale allowance, DSR salaries and Van rentals by ensuring that DSR / Distributor lifts all stale product from the market, all vans and DSRs claimed by the distributor work throughout the month
Conduct in market training/coaching with regular Follow up / Work with
New account development
Weekly reporting on all KPI’s mentioned above to the ASM
Management of all PI assets including racks etc.
Implementation of Sales software at distributor end has to be ensured

Volume achievement vs. AOP.
In store business execution results
Key initiatives and there results
PDR results and ranking vs. peers
Flexibility and endurance in a challenging environment.


Internal: All departments executives/managers
External: Distributors, Customers, Warehouse In charge, drivers, suppliers and order bookers.
Qualification: University Graduate (BA/B.Com/)
Strong Leadership Skills, People Manager, Problem Solver
Requirements: Preferably 1-2 years in similar capacity but fresh may also apply.

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