Territory Sales Manager - FMCG

Territory Sales Manager - FMCG

About Our Client

Our Client is a long-standing enterprise that has been an integral part of the local industry representing major international brands. They are committed to driving positive change and contribute significantly to Malta's economy. Upholding rigorous quality and environmental standards, our Client strives to be a force for good in society, promoting sustainability initiatives and actively reducing the environmental footprint. Our Client's journey is marked by a dedication to consumer happiness, innovation, and responsible business practices.

Role Overview

The Territory Sales Manager - FMCG will be responsible for driving sales performance, overseeing operations, and ensuring that company objectives for distribution, volume, and revenue are met across their assigned territory. The territory covers both Future Consumption (FC) channels, including retail and take-home outlets, and Immediate Consumption (IC) channels, such as HORECA (Hotels, Restaurants, and Cafes). The Territory Sales Manager will lead a team of Sales Representatives, guiding them in achieving their targets while maintaining excellent customer relationships and ensuring commercial strategies are effectively implemented.

Key Responsibilities

• Team Leadership & Development: Lead and mentor a team of Sales Representatives to ensure they meet distribution, volume, and revenue-per-volume targets. Conduct regular field visits to monitor and support their performance, providing coaching and identifying areas for improvement.
• Sales Target Achievement: Drive the achievement of sales volume, distribution, and revenue-per-volume targets across all brands within both Future Consumption (retail/take-home) and Immediate Consumption (HORECA) channels. Ensure each team member understands and reaches their objectives.
• Field Presence: Be actively present in the field, supporting sales representatives during client visits. Identify and seize growth opportunities with both existing and new clients across all channels.
• Client Relationship Management: Build and maintain strong relationships with clients in both FC (retail) and IC (HORECA) channels. Negotiate commercial terms that deliver mutual benefits and long-term growth for both the company and clients.
• Commercial Execution: Ensure that commercial strategies, including product placement, promotional activities, and merchandising standards, are properly executed in all FC and IC outlets.
• Reporting & Analytics: Maintain full visibility of sales numbers and territory performance. Track progress, analyse trends, and provide key reports to the Senior Territory Manager on sales performance and key metrics.
• Target-Oriented Focus: Cultivate a results-driven culture within the team, ensuring challenging sales targets are met. Provide hands-on support to sales reps in overcoming challenges and maximising opportunities.
• Cross-Functional Collaboration: Work closely with internal teams (e.g., Marketing, Operations) to ensure seamless execution of promotions, stock management, and product knowledge initiatives.

Qualifications, Skills, and Attributes

• Experience: Minimum of 3 years experience in a sales management role. Experience in FMCG will be considered an asset.
• Language Skills: Excellent command of English is required to succeed in this role. The ability to communicate in Maltese would be an asset.
• Communication Skills: Strong interpersonal, communication, and negotiation skills, with the ability to build relationships and influence commercial outcomes.
• Interpersonal Skills: Proven ability to manage and coach a team of sales professionals, with a track record of achieving sales targets through effective leadership.
• Technical Skills: Strong understanding of sales processes, commercial negotiations, and relationship management.
• Organisation: Strong analytical skills to interpret sales data, track performance, and identify actionable insights.
• Self-Motivated: Ability to excel in a fast-paced, target-driven environment.
• Problem-Solving: Willingness to be regularly out in the field, leading by example and providing guidance during client visits.

What's on Offer

• Compensation: A competitive base salary with performance-based incentives and commissions.
• Working Hours: This position offers the right individual a highly engaging role with ample learning and growth opportunities, leading a strong sales team and contributing to the company's growth in a competitive market whilst promoting world-renowned brands.
• Other Benefits: Comprehensive benefits package including health insurance and performance bonuses.
• Career Development: Opportunities for professional growth and advancement within a dynamic and expanding company.

What Heroix Offers

• Confidentiality and Discretion: Your job search will be handled with the utmost confidentiality and professionalism.
• CV Review: Receive candid & constructive feedback to enhance your CV.
• Interview Planning: Get personalised prep sessions prior to your interviews.
• Cultural Fit Assessment: Understand the company culture to ensure it's the right environment for you.
• Long Term: Gain insights into the role and company for a long-term, stable career move.
• Exclusive Opportunities: Access a broader range of job opportunities.
• Personalised Candidate Profile: Stand out with a detailed profile highlighting your strengths and skills.
• Ongoing Support and Guidance: Benefit from continuous support throughout your job search process.
• Networking Opportunities: Leverage our extensive network of industry contacts for exclusive positions.
• Time Efficiency: Save time and effort with our efficient and effective recruitment strategies.
• Tailored Job Matching: Find the perfect fit with customised job matching based on your skills and career goals.
• Feedback Loop: Stay informed and engaged with regular updates and feedback on your application status.

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