1. Position Identification

Reports To: Head of Channel & Retail Sales

Direct Reports: Retail Sales Representatives

2. Role Purpose

This role exists to convert sales plans into disciplined field execution.
The Territory Sales Supervisor ensures that:

• Retail sales representatives perform consistently
• Territories are fully and efficiently covered
• Pricing, credit, and reporting rules are enforced daily
• This role is the control layer between strategy and field chaos.

3. Core Accountability Areas

• The Territory Sales Supervisor is accountable for:
  1.Retail sales performance within assigned territory
  2.Field discipline and route execution
  3.Pricing and credit compliance
  4.Sales reporting accuracy
  5.Retail customer relationship stability

4. Key Responsibilities

A. Field Sales Execution

• Plan and manage daily and weekly sales routes
• Ensure full coverage of assigned retail outlets
• Monitor call frequency and order quality
• Coach sales representatives on execution

B. Performance Management

• Set daily, weekly, and monthly targets
• Track individual sales performance
• Conduct ride-along and field coaching
• Address underperformance quickly

C. Pricing & Credit Enforcement

• Ensure adherence to approved price lists
• Prevent unauthorized discounts
• Monitor customer credit and collections
• Escalate credit risks immediately

D. Reporting & Discipline

• Collect and verify daily sales reports
• Validate orders and customer data
• Submit accurate territory reports
• Enforce reporting timelines

E. Market & Customer Feedback

• Monitor competitor activity
• Track customer complaints and issues
• Provide feedback to management
• Identify micro-opportunities

5. Decision Authority

The Territory Sales Supervisor has authority to:

• Assign routes and territories
• Approve routine customer orders
• Enforce pricing and credit rules
• Recommend disciplinary actions
• Escalate exceptions

6. Key Performance Indicators (KPIs) Sales

• Territory sales vs target
• Outlet coverage ratio
• Order frequency Discipline
• Pricing compliance
• Reporting accuracy Collection
• On-time collections
• Credit violations

9. What Success Looks Like in 12 Months

• Predictable territory performance
• Improved sales rep productivity
• Fewer pricing and credit violations
• Stronger retail relationships

10. What This Role Is NOT

• Not a desk-based manager
• Not a discount approves
• Not a passive coordinator
• It is a field execution leadership role.

7. Required Qualifications & Experience

• Bachelor’s degree in business or related field
• 3–5 years’ experience in field sales
• Prior supervisory experience preferred
• Strong market knowledge

8. Required Competencies

• Field leadership
• Discipline enforcement
• Coaching ability
• Time management
• Basic data analysis