Territory Officer

Job Purpose

The purpose of this role is to be the frontline sales person who is responsible for the execution of agreed sales and profitability targets established by the business within the assigned sales area by developing new business and expanding the business with existing or new customers by executing and monitoring sales in his/her territory in order to achieve target sales and all KPI’s within set policies to support the achievement of area’s goals and objectives.
 

Key Accountabilities

• Sell Out and Offtake Execution: Lead activities, gather market insights, modify promotion programs, monitor execution, and evaluate effectiveness.
• Distributor Management: Maintain contact, analyze performance, communicate targets, review progress, execute actions, and report achievements.
• DSR Skill Enhancement: Assess gaps, provide training input, deliver coaching, and monitor training execution.
• Asset Increase and Productivity: Identify requirements, monitor productivity, execute improvements, and ensure effective utilization.
• Customer Retention and Acquisition: Manage portfolio, establish partnerships, address queries, and ensure satisfaction.
• Territory Understanding and Key Account Management: Gather data, analyze insights, provide input for promotions, and support territory management.

Key Activities

• Market Insight and Promotion Execution: Gather market data, report insights, monitor promotion programs, coordinate stakeholders, and deploy sales force for support.
• Distributor Management: Analyze sales performance, communicate targets, review performance, report achievements, and recommend actions for distributors.
• DSR Training and Productivity: Engage with DSR team, assess performance gaps, provide training, and monitor training execution to enhance productivity.
• Asset Management: Identify asset needs, monitor productivity, execute improvement actions, and collaborate cross-functionally to optimize asset performance.
• Customer Relationship Management: Manage customer portfolio, create partnerships, and address queries and complaints promptly to ensure customer retention and acquisition.
• Territory Understanding and Key Account Management: Gather territory information, complete account profiles, analyze data for insights, and provide input for trade promotion programs.
   

Experience

Educational qualifications:
Diploma degree from any discipline.
Relevant experience:
2 years in sales work experience (retail business), building material industry will be an advantage
Personal characteristics & behaviors:
-    Good analytical thinking 
-    Strong in selling skill and territorial management.
-    Good interpersonal skill and independent
-    Good coordination skill in managing distributors, DSR and DC
-    Capability for problem solving and strong can do spirit.
-    Excellence in execution skill and mind-set

Education

Educational qualifications:
Diploma degree from any discipline.

Proficiency in Mandarin is preferred

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Competencies