Territory Officer Purwokerto

Job Responsibilities

Long Description

Short Description

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.

Fully accountable in executing Sell Out activities and working together with Market Development Officer (MDO) in executing Offtake activities in his/her respective areas.
Drive data gathering in his/her respective territories to get market insight and competitors activities

Key Accountabilities

1. Sell Out and Offtake Activities:

   • Gather market insights and competitor activities.
   • Report insights to Retail Sales Manager for program modification.
   • Monitor and evaluate the execution of promotion programs.
   • Coordinate stakeholder meetings.
   • Deploy sales force for support.

2. Maintaining Contact with Distributors:

   • Analyze historical sales performance.
   • Communicate targets and expectations to distributors.
   • Review sales performance and take necessary actions.
   • Report distributor achievements and recommend actions.

3. Improving DSR Skills and Capabilities:

   • Engage with DSR team effectively.
   • Assess performance gaps and provide training input.
   • Provide training and coaching for DSR productivity.
   • Monitor DSR training execution.

4. Increasing Company Assets:

   • Identify asset requirements and monitor productivity.
   • Execute and monitor asset productivity actions.
   • Collaborate with cross-functional teams for support.

5. Ensuring Customer Retention and Acquisition:

   • Manage customer portfolio and create partnerships.
   • Address queries and complaints promptly.

6. Collecting Data for Territory Understanding and Key Account Management:

   • Gather detailed information on territory and key accounts.
   • Complete key account and outlet profiles.
   • Analyze data and provide reports for better understanding.
   • Provide input for trade promotion programs.

Key Activities

1. Market Insight and Promotion Execution: Gather market data, report insights, monitor promotion programs, coordinate stakeholders, and deploy sales force for support.

2. Distributor Management: Analyze sales performance, communicate targets, review performance, report achievements, and recommend actions for distributors.

3. DSR Training and Productivity: Engage with DSR team, assess performance gaps, provide training, and monitor training execution to enhance productivity.

4. Asset Management: Identify asset needs, monitor productivity, execute improvement actions, and collaborate cross-functionally to optimize asset performance.

5. Customer Relationship Management: Manage customer portfolio, create partnerships, and address queries and complaints promptly to ensure customer retention and acquisition.

6. Territory Understanding and Key Account Management: Gather territory information, complete account profiles, analyze data for insights, and provide input for trade promotion program

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