Territory Sales Officer

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Territory Sales Officer based in India. This role offers the opportunity to drive sales growth across an assigned territory within the food service and HoReCa sector. You will manage distributor relationships while developing business with hotels, restaurants, caterers, cafés, QSRs, cloud kitchens, and institutional customers. The position combines territory management, customer acquisition, category development, and commercial execution. You will work closely with customers and culinary stakeholders to understand their needs and recommend relevant food service solutions. Success will depend on strong field execution, relationship management, sales planning, and data-driven decision-making. You will also contribute to product launches, promotional programs, market expansion, and long-term customer growth.

Sales & Territory Growth: Achieve monthly, quarterly, and annual sales targets while driving primary and secondary sales, increasing market share, expanding distribution, and growing strategic food service categories. Distributor Management: Appoint, manage, and develop distributors; monitor inventory, stock levels, replenishment cycles, service levels, productivity, profitability, and return on investment. Primary Sales: Drive distributor replenishment orders, maintain healthy stock levels, monitor inventory ageing and stock days, forecast demand, and coordinate with supply chain teams to support product availability. Customer Development: Acquire and develop HoReCa customers across hotels, restaurants, caterers, QSRs, cafés, cloud kitchens, and institutions through regular visits, relationship building, solution selling, and customer service. Account Management: Develop plans for key accounts, understand menu and operational requirements, support product demonstrations and culinary presentations, engage with chefs, and negotiate commercial terms within approved guidelines. Market Execution: Implement promotional campaigns, category growth initiatives, workshops, customer activations, and product launches while monitoring competitor activity and gathering market intelligence. Commercial Management: Monitor collections and outstanding receivables, maintain distributor financial discipline, follow credit policies, and manage trade spending and promotional investments within approved budgets. Reporting & Analytics: Track sales, productivity, customer coverage, distribution, and territory performance; maintain accurate CRM and customer records; prepare business reviews; and use data to identify opportunities and corrective actions. Requirements Education: Graduate degree in any discipline; an MBA is preferred. Experience: 2–6 years of sales experience, ideally within FMCG, food service, HoReCa, institutional sales, or hospitality. Channel Expertise: Hands-on experience with distributor management, channel sales, territory management, and customer development. HoReCa Knowledge: Exposure to hotels, restaurants, catering, QSRs, cafés, or institutional customers is preferred. Sales Skills: Strong capabilities in HoReCa sales, key account management, negotiation, concept selling, category management, sales planning, and forecasting. Business Acumen: Ability to understand customer needs, identify commercial opportunities, analyze sales trends, and translate market insights into actionable plans. Customer Focus: Strong relationship-building and customer-centric skills, with the ability to develop long-term partnerships and increase customer penetration. Execution: Results-oriented approach with strong ownership, accountability, problem-solving abilities, and attention to execution quality. Collaboration: Effective communication and teamwork skills, with the ability to work with distributors, customers, culinary professionals, internal teams, and supply chain stakeholders. Technology: Working knowledge of CRM platforms, digital sales tools, Microsoft Office, and business reporting systems. Benefits Full-time, territory-based sales opportunity in India. Opportunity to work across the food service and HoReCa ecosystem. Exposure to distributor management, key account development, category growth, and customer solution selling. Opportunities to engage with chefs and customers through product demonstrations, culinary initiatives, and menu development discussions. Professional development through hands-on experience in sales planning, commercial management, analytics, and market development. Collaborative environment focused on customer relationships, business growth, and execution excellence. Inclusive workplace committed to equal opportunity and diversity. Compensation and benefits package aligned with the role, experience, location, and applicable company policies.

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