Specific Attributes

Organisation : A Leading MNC FMCG Brand

We are looking for a dynamic and results-oriented Territory Manager to manage and develop business operations across an assigned territory within Kathmandu. The role will be responsible for achieving sales targets, expanding market coverage, strengthening distributor and retailer relationships, and ensuring effective execution of sales and distribution strategies.

The ideal candidate should have strong field-sales experience, excellent market knowledge, and the ability to manage distributors, retailers, and sales teams while consistently delivering business results

Key Performance Indicators (KPIs)

• Achievement of sales and revenue targets
• Territory growth and market share development
• Numeric and weighted distribution
• Outlet coverage and productivity
• Product availability and stock management
• Distributor performance
• Retailer development and retention
• Promotional and merchandising execution
• Team productivity and target achievement
• Quality and timeliness of market reporting

Responsibilities

1. Sales & Business Development

• Achieve monthly, quarterly, and annual sales and distribution targets for the assigned territory.
• Develop and execute territory-level sales plans in line with overall business objectives.
• Identify opportunities for increasing sales, market penetration, and product availability.
• Drive growth across existing markets while developing new outlets and business opportunities.
• Monitor sales performance and take corrective actions where required.

2. Distribution & Market Coverage

• Manage and strengthen relationships with distributors, wholesalers, retailers, and other trade partners.
• Ensure adequate product availability and distribution across the assigned territory.
• Expand numeric and weighted distribution through systematic outlet development.
• Monitor stock levels, order cycles, product movement, and market requirements.
• Ensure effective implementation of distribution and route-to-market strategies.

3. Retail & Trade Execution

• Conduct regular market visits to understand market conditions, competitor activity, retailer requirements, and consumer trends.
• Ensure proper visibility, merchandising, product placement, and execution of promotional activities.
• Implement company-approved trade schemes, promotions, and visibility initiatives.
• Ensure compliance with agreed pricing, promotional, and merchandising guidelines.

4. Team Management

• Lead, guide, and monitor the performance of sales representatives and field personnel within the territory.
• Set clear objectives and provide regular coaching and feedback.
• Ensure effective route planning, outlet coverage, and daily field execution.
• Monitor productivity and support the team in achieving assigned targets.

5. Market Intelligence & Reporting

• Track competitor pricing, promotions, product launches, distribution strategies, and market activities.
• Provide regular market feedback and actionable insights to management.
• Prepare and submit sales, distribution, stock, and market reports within required timelines.
• Analyse territory performance and identify opportunities for improvement.

6. Business & Relationship Management

• Maintain strong professional relationships with key distributors, retailers, and trade partners.
• Resolve market-level operational and commercial issues in a timely manner.
• Coordinate with internal departments including supply chain, finance, marketing, and customer service as required.
• Ensure adherence to company policies, processes, and ethical business practices.

Experience

• Approximately 3–6 years of relevant experience in sales, distribution, FMCG, consumer goods, or a related industry.
• Experience in territory management, distributor management, and general trade operations will be preferred.
• Candidates with experience handling Kathmandu Valley markets will have an advantage.

Skills & Competencies:

• Strong sales and negotiation skills
• Excellent communication and interpersonal abilities
• Strong understanding of FMCG/general trade distribution
• Leadership and team-management capability
• Analytical and problem-solving skills
• Strong execution and result orientation
• Good knowledge of Kathmandu market dynamics
• Proficiency in MS Office, particularly Excel
• Ability to work extensively in the field and travel within the assigned territory

Education

Bachelor's degree in Business Administration, Marketing, Management, or a related discipline. A Master's degree/MBA would be an advantage.