Overview
The Territory Sales Specialist is responsible for managing the distributor's revenue and business results (sell-in, sell-out, and gross fired-out) for Airtime and Activations. The role ensures effective management of the distribution network and product availability of DITO's products and services within the assigned territory.
This position reports to the Area Sales Manager.
Key Functions and Responsibilities
Sales Leadership & Execution
- Perform supervisory functions and ensure compliance with company policies and business processes.
- Plan and develop sales strategies within the assigned area of responsibility.
- Execute sales plans to grow DITO's mobile business per territory.
- Manage, monitor, and ensure achievement of territory performance targets.
- Achieve sales and revenue targets by translating channel strategies into territory-specific objectives, programs, and action plans.
- Lead the implementation of sales activities to contribute to overall General Trade Sales performance.
- Ensure consistent implementation of sales cadence aligned with General Trade Sales objectives.
Distributor & Channel Management
- Coach Territory Distributor (TD) personnel and promote best-practice sharing.
- Conduct continuous training for Distributors, Operations Managers, and Salesmen on:
- Products and Services Knowledge
- Basic Call Procedure
- Selling and Negotiation Skills
- Visit, on average, at least:
- 1 Territory Distributor
- 5 Sub-distributors
- 50 outlets weekly to gather market insights
- Set strategic objectives for the Territory Distributor's area and approve trade marketing programs within the trade development budget.
- Conduct regular business reviews with distributors.
- Attend monthly meetings with TDs, Sub-distributors, and Retailers.
- Translate HQ direction into actionable tasks for distributor and sub-distributor personnel and ensure compliance.
Reporting, Planning & Governance
- Conduct, validate, and submit field evaluation and performance reports.
- Participate in the development and assessment (with the Channel Strategy Development team) of:
- Business models
- Distribution strategies
- Product-to-channel mix
- Sales tool automation
- Policies and processes for effective product distribution
- Take ownership of distributor Profit and Loss (P&L) performance and develop programs to boost channel results.
- Manage territory OPEX and CAPEX.
- Manage and audit distributor operations and systems.
Stakeholder & Partner Management
- Build and maintain win-win relationships with third-party agencies to ensure successful product and service offerings.
- Strengthen partnerships to enhance channel development and operational efficiency.
Competencies & Skills
Strategic Thinking
- Sales strategy planning, design, and execution
- Market, industry, socio-economic, and geographical analysis
- Forecasting and target setting
- Strong selling skills
Entrepreneurial Mindset
- Account management and relationship building
- Opportunity identification and execution
- Data-driven decision-making balanced with intuition
- Systematic planning and calculated risk-taking
- Bias for efficiency and productivity
Execution Excellence
- Leadership for results
- Organization and risk mitigation
- Influence, persuasion, and negotiation
- Networking and collaboration
- Vision-setting and standards implementation
- Resource optimization
Innovation
- Continuous learning and improvement
- Creative problem-solving
- Advocacy for best practices
Customer-First Orientation
- Customer intimacy and service mindset
- Accountability and ownership of customer satisfaction
People Orientation
- Coaching and mentoring
- People development and capability building
- Distributed and generative leadership
- Orientation toward excellence
Personal Values
- Leadership by example
- Personal integrity and ethical conduct
Partner Management & Channel Development
- Strategic alliance building
- Business and financial acumen
- Operational excellence and efficiency
- Partner empowerment and capability building
Job Skills & Qualifications
Required
- Bachelor's degree or equivalent in Marketing, Business Management, or a related field (Master's degree is an advantage).
- At least 5 years of sales supervisory experience in consumer markets, retail, sales, and distribution.
- Strong knowledge of channel organization systems and local telecommunications industry operations.
- Well-connected with local business partners to support distribution channel development.
- Proficient in Microsoft Office (Word, Excel, PowerPoint); knowledge of Supply Chain systems, ERP, CRM, DMS, and related tools is an advantage.
Preferred
- Experience in Telecommunications or Fast-Moving Consumer Goods (FMCG) distribution.
- Experience working with regional or provincial distributors of telecom incumbents.
- Management experience in handset, SIM-card, and physical product distribution across online and offline channels.
