Territory Sales Officer - PRO

IndiaRemoteFull-timemid

OtherOfficer

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Quick Summary

Key Responsibilities

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OtherOfficer

This role is focused on driving territory growth within the Beauty and Personal Care industry through an assortment-led sales strategy. You will identify and develop high-potential outlets while ensuring the right mix of premium products reaches the right locations. The position combines sales execution, channel management, merchandising, distributor coordination, and inventory planning. You will use sales data and outlet-level insights to make informed allocation and distribution decisions. A key part of the role is maintaining strong in-store execution and ensuring beauty-focused channels operate effectively. You will also contribute to capability building by onboarding and training field sales teams on effective ways of working and sales processes.

You will be responsible for expanding outlet coverage, improving assortment-led distribution, and driving strong execution across the territory. The role requires close coordination with distributors, business partners, Beauty Advisors, counter staff, and field teams to maximize product availability, visibility, and consumer pull.

Identify and onboard high-potential outlets across Fancy, OFM, Chemist, and other relevant channels.
Apply outlet eligibility criteria, including revenue benchmarks and channel relevance, to prioritize expansion opportunities.
Use appropriate infrastructure enablers, including RS expansion, DC, and DF levers, to support territory growth.
Drive primary and secondary sales targets through strategic assortment and product placement rather than volume alone.
Manage and optimize the product assortment across premium beauty, skincare, and diverse shade ranges.
Oversee the operational health of BA, BFF, and Visi channels and coordinate effectively with Business Partners.
Ensure consistent execution of assortment plans and merchandising standards at outlet level.
Manage testers and ensure appropriate product presentation and availability.
Monitor inventory health and proactively address potential stock-outs across core beauty ranges.
Maintain a healthy product mix, including products priced at ₹250+ MRP.
Monitor supporting RS infrastructure, including manpower planning, DF Shogun execution, and market credit, to maintain healthy ROI.
Build strong relationships with distributors and influence counter staff and Beauty Advisors to strengthen brand recommendations.
Use sales performance data, including L6M RR, to guide outlet-level allocation and distribution decisions.
Onboard and train MEs on established ways of working and sales call processes.
Strengthen field execution capabilities to support best-in-class distribution and territory performance.

Requirements

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The ideal candidate brings strong Beauty and Personal Care industry knowledge combined with experience in assortment-driven sales, territory management, and distributor or retail-channel operations. You should be comfortable interpreting sales data, managing diverse product ranges, and influencing frontline teams to improve execution and recommendations.

Experience in the Beauty and Personal Care industry.
Strong understanding of assortment-driven sales and distribution models.
Experience managing RS infrastructure and related sales enablement levers.
Knowledge of diverse beauty product ranges, including shade-based portfolios, skincare tiers, and premium price-point products.
Experience managing or expanding retail outlet coverage across relevant channels.
Strong understanding of primary and secondary sales processes.
Ability to analyze sales data such as L6M RR and translate insights into outlet-level actions.
Experience managing distributors and Business Partners.
Proven ability to influence counter staff, Beauty Advisors, and field sales teams.
Strong understanding of merchandising and in-store execution.
Experience with inventory management and preventing stock-outs.
Knowledge of manpower planning, credit management, and other distributor infrastructure enablers.
Strong analytical and problem-solving capabilities.
Effective communication, relationship management, and influencing skills.
Ability to train and develop field sales personnel.
Comfortable working independently while coordinating with multiple stakeholders.
Ability to manage territory priorities and deliver against sales and distribution objectives.