Field Sales Manager

Job Purpose

The Field Sales Manager is responsible for driving sales growth and market expansion within an assigned territory. The role involves leading and managing the field sales team, developing customer relationships, identifying new business opportunities, achieving sales targets, and ensuring effective execution of the company's sales strategy in the market.

The Field Sales Manager will provide strong leadership to the sales team while maintaining close contact with customers, distributors, retailers, and other key business partners.

Key Responsibilities

1. Sales & Business Development

• • Develop and implement field sales plans to achieve agreed sales and revenue targets.
  • Drive sales growth within the assigned territory and identify opportunities for market expansion.
  • Develop new customers and business opportunities through regular market visits and prospecting.
  • Maintain and grow relationships with key customers, distributors, dealers, retailers, and other business partners.
  • Monitor customer needs, competitor activity, pricing, and market trends.
  • Develop strategies to increase market share and improve sales performance.
  • Ensure effective distribution and availability of products within the assigned territory.

2. Sales Team Leadership & Management

• • Lead, supervise, coach, and motivate the field sales team to achieve individual and team targets.
  • Set clear sales objectives, territories, routes, and performance expectations for team members.
  • Conduct regular field visits with sales representatives to provide coaching and support.
  • Monitor individual sales performance and implement corrective actions where required.
  • Conduct regular team meetings to review performance, challenges, opportunities, and priorities.
  • Support recruitment, onboarding, training, and development of field sales personnel.
  • Promote a high-performance, customer-focused sales culture.

3. Territory & Market Management

• • Develop territory plans based on sales potential, customer segmentation, and market opportunities.
  • Ensure appropriate customer coverage and effective sales routes.
  • Conduct regular market visits to understand customer needs and assess sales execution.
  • Monitor product availability, visibility, merchandising, and promotional activities.
  • Identify gaps in market coverage and recommend appropriate actions.
  • Gather and communicate competitor intelligence and market feedback to management.

4. Customer Relationship Management

• • Build and maintain strong relationships with key customers and business partners.
  • Handle escalated customer complaints and ensure timely resolution.
  • Negotiate with customers within approved company guidelines.
  • Ensure high standards of customer service and follow-up.
  • Identify opportunities for upselling, cross-selling, and increasing customer value.

5. Sales Performance & Reporting

• • Monitor daily, weekly, and monthly sales performance against targets.
  • Prepare and submit accurate sales and market reports to management.
  • Track sales by territory, product, customer, and sales representative.
  • Analyze sales trends and identify areas requiring improvement.
  • Ensure accurate and timely submission of sales activity, customer visit, and pipeline reports.
  • Use sales data to make informed decisions and improve field performance.

6. Sales Operations & Execution

• • Ensure field sales activities are aligned with company policies, pricing, credit, and distribution procedures.
  • Monitor order generation, fulfilment, collections, and customer follow-up where applicable.
  • Coordinate with internal departments including Finance, Logistics, Marketing, Customer Service, and Warehouse to resolve sales-related issues.
  • Ensure promotional campaigns and sales initiatives are effectively executed in the field.
  • Monitor proper use and accountability of company sales resources and assets.

7. Credit & Collections

• • Monitor customer account status and ensure adherence to approved credit terms.
  • Follow up on overdue customer accounts in coordination with Finance.
  • Support the team in achieving agreed collection targets.
  • Escalate significant credit and collection risks promptly.
  • Ensure sales activities do not compromise company credit and risk policies.

Qualifications & Experience

• • Bachelor's degree in Sales, Marketing, Business Administration, Commerce, or a related field.
  • 4–7 years of experience in the same role preferably in FMCG sector
  • Proven track record of achieving sales targets and driving business growth.
  • Experience managing territories, distributors, dealers, retailers, or key accounts is an advantage.
  • Strong sales and business development skills.
  • Excellent leadership and people-management abilities.
  • Strong negotiation and influencing skills.
  • Excellent communication and presentation skills.
  • Customer relationship management skills.
  • Strong analytical and problem-solving abilities.