POSITION OVERVIEW 

The Territory Sales Specialist maintains and expands relationships with strategically important accounts. Assigned to specific target areas, the Territory Sales Specialist is responsible for achieving sales quota and assigned account objectives; represents the entire range of company products and services to assigned accounts while ensuring the customers’ needs and expectations are met by the company. The employee is responsible for the delivery of the sales target and trade promo efficiency; managing the business performance and operations of the retail accounts in the assigned area.  

The Territory Sales Specialist manages the business performance and operations of respective retail accounts in specific territories; making sure every account is able to achieve optimum sales or beyond the desired sales targets. 

KEY RESPONSIBILITIES 

(The listed duties and responsibilities include but are not limited to the following key areas and performance indicators) 

1. ACCOUNT MANAGEMENT AND DEVELOPMENT 

• Identifies new business opportunities within their assigned territory 

• Handles the negotiation with the assigned account 

• Partners with Marketing and Sales Supervisor in conceptualizing strategies to manage the account and set objectives about the account management 

• Performs sales activities on assigned group accounts, negotiating supports and pledges on behalf of Sales Supervisor 

• Collaborates with Sales Supervisor to develops specific plans and analysis for both revenue generating and declining products of the company 

• Partners with the Sales Supervisor in developing new methods and techniques to determine sales growth by identifying and analyzing opportunities 

• Assists Marketing in handling the account event/caravan execution 

• Enlists new products launched by new product development department 

• Verifies and ensures product retail price at the outlet conforms to the suggested retail price (SRP) 

• Ensures proper execution of merchandising guidelines and implementation of agreed programs/planograms and installation of relevant Point of Sale Marketing (POSMs) to the accounts 

1. SALES PERFORMANCE & ANALYSIS 

• Collaborates with the Sales Supervisor and Branch Head in establishing and recommending the most realistic sales goals for the account based on the objective of the Company 

• Achieves assigned sales quota in designated strategic accounts and territories 

• Provides sales analysis/trends & demands that would generate more revenue resources and increase company’s productivity 

• Analyzes, interprets, and evaluates the effectiveness of Sales generating program by tracking sales data 

• Conducts quarterly account reviews together with Sales Supervisor and Branch Head 

• Monitors running expenses based on the approved budget; reviews and manages expenses to keep it on track 

• Generates daily, weekly, and monthly sales report required for account management and review, consultation and coverage plan, and account receivables 

1. CUSTOMER RELATIONSHIP MANAGEMENT 

• Communicates with the clients on a regular basis to proactively assesses, clarifies, and validates customer needs and expectation. 

• Ensures that the customers clear their dues within existing timelines. 

• Works with the accounts to identify any delays and with the Operations to mitigate any issues being seen at the client end 

• Handles clients’ concerns, complaints and administer effective negotiation and sales strategies 

• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel. 

• Maintains and expands client database within assigned territory. 

• Conducts product presentations for potential customers and account visits according to a planned itinerary, using Squadzip to monitor account status and activities. 

1. FINANCIAL ACUMEN 

• Delivers revenue and expense targets 

• Responsible for driving reconciliation within account; monitors the monthly accounts receivables and collectibles of the assigned account 

• Oversee timely collection remittances, collected payment dues and overdue receivables to Billing and C&C 

• Monitors the monthly Accounts receivables or cash collectibles of assigned accounts or area 

1. THIRD-PARTY MANAGEMENT 

• Partners with Third-party Agency in the development and execution of the account programs/planograms 

• Direct coordination with the agency coordinator regarding merchandiser deployment 

• Checks actual merchandising execution based on the company standard (planogram, special guidelines & project displays) 

• Manages time and evaluates performance of the third-party vendor 

• Effectively communicate with the team/agency coordinators on a regular basis to make them aware of their priorities, targets, and operational requirements/tasks 

OTHER DUTIES AND RESPONSIBILITIES 

• Facilitates the timely collection remittance, sales update, check deliveries, coverage plan for the day and follows up orders 

• Assists the Sales Supervisor and Branch Leaders on the plans, programs, and events of the assigned team group 

• Prepares Trade Letter internal and external related to the NKA accounts group handled 

Please refer to job description.