Samsonite

Global luggage brand selling lightweight bags

Territory Manager - Key Accounts

Account ManagementPosted on Nov 12

Full-timeGurugram, Haryana, IndiaNo salary listed

About the Job

Requirements

An MBA is required.
At least 6 years of experience in retail, particularly handling Modern Trade sales.
Experience working with large-format departmental or hyper stores at a pan-India level.
Exposure to lifestyle products.
Proficiency with Microsoft Office.
Proficiency in English and Hindi.

Responsibilities

Achieve sales numbers for planned chains, doors, and branches.
Monitor secondary sales and like-for-like growth at chain, store, branch, brand, and category levels.
Grow market share at each point of sale through strategy, execution, and analysis.
Plan the appropriate product mix for each door to maximize sales.
Conduct demand and promotion forecasting with planning to ensure timely and adequate stock availability.
Coordinate with hyper chains on new line listings, old line delistings, pricing, assortment and promotion finalization, and timely collection of purchase orders.
Allocate stock according to updated assortment and coordinate with the supply chain and sales teams to ensure stock availability at depots.
Manage high fill rates and appropriate inventory levels at each store, and minimize non-desired stock.
Plan, execute, and track offers, promotions, and atrium promotions for sales performance and feasibility.
Handle commercial issues with chains, receivables management, and claims.
Negotiate with chains on terms of trade, margins, space, and visibility, and support profitability through negotiation and cost control.
Generate and analyze management information system reports, make decisions, and share information with stakeholders on time.
Coordinate with hyper chains, malls, and internal departments to improve brand visibility in stores, shop-in-shop locations, branding, and atrium promotions.
Provide regular market feedback on products, promotions, market awareness, sales team requirements, and competition and industry information.
Coordinate and communicate promptly with buyers and the sales team, build relationships, address operational challenges and grievances, and resolve problems.
Travel occasionally to regularly.

1) Sales:

Responsible for achieving Sales Numbers for planned Chains / Doors / Branch.
Monitoring the Secondary Sale & LFL growth at Chain / Store / Branch / Brand / Category Level
To gain Market Share at each Point of Sales (Strategy / Execution / Analysis)

2) Merchandising:

Planning - Deciding appropriate Product Mix for each door to maximize Sales through
Forecasting - Conducting Demand / Promotion Forecasting exercise along with planning to ensure timely and adequate stock availability.
Assortment Handling – Coordination with Hyper Chains for New Line Listing, Old Lines Delisting, Price Working, Assortment / Promotion finalization and Timely Collection of Purchase Orders
Inventory - Stock Allocation as per updated Assortment & coordination with Supply Chain / Sales Team to ensure stock availability at depots.
SOH - Managing High Fill Rate for each store, appropriate inventory level & minimize Non-Desired Stock
Promotion Management – Planning, Execution & Tracking of Offers, Promotions & Atriums effectively on both parameters of Sales & Feasibility.

3) Operations:

Commercial – Handling Commercial issues with Chains, Receivable Management, Claims Handling etc
Negotiation – Negotiation with Chains for TOT, Margins, Space, Visibility etc and ensuring to make business profitable through better negotiations & cost control
Reporting - Generating MIS, Analysing & Taking Decisions as well as sharing with all stakeholders on time
Brand Visibility - Coordination with Hyper Chains & Malls / Inter-department for Improving Brand Visibility in the Stores, Shop n Shop, Branding, Atrium Promotions etc
Market Feedback (Products / Promotions)– Regular inputs on Market Awareness, Sales Team requirement, Competition / Industry Information etc

Operational Effectiveness with Buyers & Sales Team – Timely Communication & Coordination, Relationship Building, Addressing Operational Challenges, Grievances Handling, Problem Solving Approach

MBA,

Experience Requirements

6-7 years’ experience in retail particularly into handling sales of Modern Trade.

Worked with large format Departmental / Hyper stores at PAN India level.

Exposure to lifestyle products.

Mobility/Travel

Occasional to Regular Travel

Computer Skills

Proficient with MS- Office

Language

Proficient with the English & Hindi

Compensation Currency: Indian Rupee

Minimum Salary: 0

Maximum Salary: 0

About the Company

Samsonite

Global luggage brand selling lightweight bags

Samsonite is a global luggage brand that designs and sells a wide range of travel and personal accessories. Its products include suitcases, business bags, kids’ backpacks, casual bags, and related gear, all built to be lightweight, durable, and functional for travelers. The company emphasizes materials, construction, and design features such as strong shells, smooth wheels, secure zippers, and organized compartments to protect belongings and ease travel. Samsonite differentiates itself through extensive research and development, a history of industry firsts, and a strong global distribution network that includes direct sales, retail partners, and online channels. Its goal is to provide reliable, high-quality travel solutions that meet the needs of frequent travelers, business professionals, and families, maintaining leadership in the travel luggage market by continuing to innovate and improve user experience.

Company size: Not listed
Company stage: IPO
Headquarters: Luxembourg
Founded: 1910

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