Territory Sales Manager

Minor Hotels Europe and Americas

. Lead, manage, develop, coach and equip TMD Representatives within the defined territory .

Posted 9/23/2026full-timeNelspruit • South AfricaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong leadership in managing and developing teams while achieving trade marketing and distribution objectives. Proficient in data interpretation, consumer segmentation, and effective communication to drive sales and improve outlet profitability.

Highest-signal resume keywords

LeadershipTrade MarketingData InterpretationConsumer SegmentationFMCG Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Territory PlanningCall CyclesResource AllocationPerformance ImprovementCommercial ProfitabilityPricingProduct RangingInsights UtilizationSpace ManagementPlanograms

Soft Skills

Clear CommunicationPersuasive CommunicationInterpersonal SkillsInfluencingNegotiation

Tools & Technologies

MS OfficeExcelPowerPointWordDigital Literacy

Certifications & Qualifications

Tertiary Qualification in MarketingTertiary Qualification in Business Management

Industry Keywords

FMCGTrade ToolsCustomer SupportIn-Store ActivationsKPI AssessmentSMART GoalsSuccession PlanningBAT Products

About the role

Key responsibilities & impact

Lead, manage, develop, coach and equip TMD Representatives within the defined territory
Implement and achieve trade marketing and distribution objectives in line with the Territory’s Operational Plan
Manage territory planning, call cycles, route balancing and resource allocation
Ensure territory coverage and completion of activities
Support generation of new customers and commercial offers to improve outlet profitability
Coach representatives on marketing and trade tools, customer support and in-store activations
Drive consumer conversion, demand creation, indirect sales-out volume and correct product ranging/pricing
Manage customer credit, account status, payment collection and credit limits
Educate and influence retailers and kiosk staff to advocate BAT products
Build partnerships with internal stakeholders and HORIZON Supplying Indirects
Assess representative performance against KPIs and apply performance improvement processes
Set SMART goals, conduct check-ins, role-play scenarios and provide mentorship
Conduct formal performance discussions and support individual development plans and succession planning
Promote BAT values, culture of excellence and continuous improvement

Requirements

What you’ll need

Tertiary Qualification in Marketing/Business Management AND 3-5 years relevant experience
FMCG experience preferable
Data interpretation and analytical skills
Advanced computer/digital literacy
Skills in MS Office (Excel, PowerPoint, Word)
Very good understanding and application of consumer segmentation, channel TCI, commercial profitability, pricing, product ranging, insights utilization, space management and planograms
Clear, persuasive communication and interpersonal skills
Ability to influence and negotiate with others
Demonstrated leadership by setting a personal example and leading teams from the front

Benefits

Comp & perks

Market leading annual performance bonus, subject to eligibility
Diverse health plans
Work-life balance initiatives
Transportation support
Flexible holiday plan with additional incentives
Online learning platforms
Personalized growth programs
Meal Voucher/Canteen as per location
Private Pension
Life & Health Insurance
Yearly bonus based on the ABS
Family support policy
Office perks
Flexible policy as per agreed Second Level agreement
Internal advancement and career progression opportunities
Reasonable adjustments or accommodations during the recruitment process