Territory Manager

About the Role

The Territory Manager is responsible for overseeing and supporting business operations within a defined geographical area. This includes enhancing customer engagement, ensuring trade program execution, improving market coverage and enabling commercial success through indirect sales influence, brand advocacy and strong partner relationships.

Responsibilities

Market Engagement & Channel Development

• Strengthen market presence by engaging with trade partners, wholesalers, and retailers to support product visibility and availability.
• Identify channel gaps or underserved areas and work with internal teams to address opportunities for expansion.
• Monitor and report on competitor activities, market dynamics and regional trends that could impact business performance.

Customer & Partner Relationship Management

• Develop strong, trust-based relationships with key trade partners and stakeholders.
• Provide ongoing field-level support to ensure satisfaction with service quality, product delivery and brand experience.
• Serve as the liaison between customers and internal departments to address concerns and ensure resolution.

Territory Planning & Trade Execution

• Create and implement a territory action plan aligned with strategic trade goals.
• Ensure consistent execution of trade programs, promotions and product placements across the territory.
• Conduct regular visits to key outlets, distributors and retail locations to monitor compliance and identify opportunities for improvement.

Brand Representation & Advocacy

• Represent the company and its brands at the field level, ensuring alignment with positioning and messaging.
• Facilitate training, awareness and education sessions for trade partners on product features, usage and brand value.
• Collaborate with the Marketing team to organize and participate in territory specific activations and visibility initiatives.

Performance Monitoring & Insights

• Track territory performance indicators such as outlet coverage, product availability and program execution.
• Share insights and observations from the field with Trade and Marketing teams to support continuous improvement.
• Support data collection and reporting on trade compliance, partner feedback and regional challenges.

Cross-Functional Collaboration

• Work closely with internal teams including Logistics, Trade and Marketing to align activities and ensure efficient territory operations.
• Provide input during cross-functional meetings and contribute to the development of market specific strategies.
• Participate in training sessions, planned workshops and business reviews as needed.

KPIs / Success Measures

• Achieve assigned outlet coverage and weighted distribution targets with full compliance to route-to-market plans.
• Complete 100% of planned store visits and log all activities accurately in Zoho.
• Maintain ≥90% compliance with planograms, POS placement and merchandising standards.
• Ensure on-shelf availability of core SKUs in priority stores and escalate out-of-stock issues promptly.
• Execute 100% of assigned promotions, NPIs and activations within defined timelines.
• Resolve trade partner issues within agreed service-level timelines while maintaining consistent partner communication.

Physical Requirements:

• Ability to commute by car and/or plane between assigned territories.
• Ability to carry, handle, transport and install point-of-sale and promotional materials.
• Ability to lift, carry, push and pull materials weighing between 30 and 50 pounds.
• Ability to perform physical tasks associated with field work, including standing, walking, bending and reaching for extended periods.

Qualifications / Skills / Experience

• College diploma or university degree in business administration or related field.
• Minimum 3 years of experience in trade marketing, territory management or channel support in Consumer-Packaged Goods (CPG) industry.
• Strong communication, stakeholder management and relationship-building skills.
• Ability to analyze territory performance and implement strategic actions.
• Familiarity with CRM systems, route planning or trade execution tools.
• Highly organized, self-motivated and capable of working independently.
• Willingness and ability to travel 30–40% of the time within the assigned territory and surrounding markets.
• Bilingual capabilities (Arabic, Urdu/Hindi, Spanish) are advantageous in certain markets.