Territory Sales Manager (TSM)

• Drive territory sales performance by achieving volume, revenue (NSR), and profitability targets.
• Lead demand forecasting, budget planning, and effective stock management to ensure product availability and freshness.
• Spend significant time in the field to strengthen route coverage, customer relationships, and in-market execution.
• Expand the customer base and increase portfolio penetration across all trade channels.
• Manage key accounts and wholesalers, including negotiations, annual planning, and performance tracking.
• Monitor credit limits, payment terms, and collections in collaboration with Finance.
• Analyse sales data, identify performance gaps, and implement corrective action plans.
• Ensure execution of trade standards (OBBPC & PICOS), brand launches, and promotional initiatives.
• Lead, coach, and develop the sales team to foster a high-performance and accountable culture.
• Collaborate cross-functionally with HR, Finance, Marketing, Supply Chain, IT, and QA to ensure operational excellence.
• Oversee CRM implementation and support HORECA and Cooler projects, ensuring proper execution and follow-up.
• Manage company assets in line with internal policies and guidelines.

• 5+ years of experience in sales, with at least 2 years in a supervisory or managerial capacity.
• Experience in the FMCG or beverage industry is preferred.
• Strong leadership, communication, and negotiation skills.
• Proven ability to analyse data and develop actionable strategies.

• Trade Standards and Execution (OBBPC & PICOS)
• Sales Forecasting & Demand Planning
• CRM & Sales Reporting Tools
• Financial & Credit Management
• Market & Competitive Analysis
• Sales Contract Management

• Leadership & Team Development
• Negotiation & Relationship Management
• Communication & Presentation
• Customer-Centric Strategy
• Problem-Solving & Critical Thinking
• Cross-Functional Collaboration
• Change Management & Adaptability

JobsinMalta