Grace Construction Chemicals
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.
About You
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