Territory Sales Executive

The Territory Sales Executive (TSE) is responsible for executing sales and relationship management within the assigned territory, covering B2B (distributors and retailers) and B2C (farmers) channels, with a strong emphasis on Product-on-Ground (POG), defined as direct sales to farmers.

The role owns day-to-day sales execution, farmer relationship management, and sustained customer loyalty to drive repeat purchase and lifetime customer value. The TSE works closely with Trade Activation Promoters (TAPs) deployed as third-party, non-FTE service providers, using them as multipliers for push execution at retailer, financier, and farmer levels.Accountabilities

Sales Execution & Revenue DeliveryDeliver territory sales targets across distribution, retail, and Product-on-Ground (POG) channels.Execute POG selling, including farmer identification, engagement, conversion, and follow-through.Drive sell-in and sell-out aligned with zone priorities, channel readiness, and supply availability.Farmer Relationship Management & LoyaltyBuild, own, and sustain direct relationships with farmer customers.Ensure high customer satisfaction, trust, and long-term loyalty.Develop priority growers into repeat customers and advocates, maximizing lifetime customer value.Account Management (B2B)Manage day-to-day relationships with distributors and retailers within the territory.Ensure product availability, visibility, and execution of agreed commercial terms.Secure commitment from distributors and retailers to participate in approved programs, clearly aligning expectations on roles, timelines, and expected outcomes.Support distributor and retailer performance through focused sell-out acceleration activities.Monitor program progress and effectiveness in the territory, ensuring mechanics discipline, timely reporting, and early escalation of issues or deviations.Provide structured feedback on program performance, channel response, and improvement opportunities to ZSM, Field Marketing, and Commercial ExcellenceTrade Activation & TAP CoordinationExecute channel activation and demand creation programs cascaded by Sales, Marketing, and Commercial Excellence, ensuring disciplined implementation at distributor and retailer levels.Drive effective rollout of retailer-focused incentive and demand generation programs, translating program mechanics into clear actions for channel partners.Lead in-store and on-ground execution of POS branding initiatives, store dress-up programs, and retailer activation contests, ensuring visibility, compliance, and quality standards are met.Execute sell-through acceleration programs such as farmer discounts, vouchers, raffles, and similar mechanisms, ensuring correct application, documentation, and adherence to approved mechanics.Work closely and directly with Trade Activation Promoters (TAPs) deployed as third-party support and acting as multipliers for push activities at retailer, financier, and farmer levels, without direct people supervision.Collection & Credit SupportSupport collection efforts in line with credit terms and policies.Reinforce payment discipline while maintaining strong customer relationships.Flag credit risks, delayed payments, and documentation gaps early to the ZSM.Sales Discipline, Reporting & ComplianceMaintain accurate records of sales activities, customer contacts, and TAP-supported execution.Ensure compliance with pricing, promotions, and commercial policies.Submit timely, accurate sales, activity, and customer reports.Channel Inventory Management & ReportingMonitor and report distributor and retailer inventory levels within the assigned territory.Ensure timely and accurate submission of inventory, sell-out, and POG data to support planning and execution decisions.Flag inventory risks including stock-outs, overstocking, slow-moving stocks, and obsolescence.Competitor & Market IntelligenceGenerate timely and reasonably accurate competitor intelligence at territory level.Capture and report competitor prices, rebates, promotions, distributor sales, retailer sales, POG activity, and inventory positions.Provide structured market intelligence inputs to support zone-level decision-making and execution adjustments.