About this role
Job Description:
Territory Sales Manager – West Kazakhstan Role Purpose The Territory Sales Manager West is responsible for driving sustainable business growth and delivering Sales Out targets across Western Kazakhstan through strong people leadership, distributor partnership and best-in-class execution. The role leads the Mars Sales team within the territory, develops distributor capabilities and ensures excellent execution of Mars strategies, standards, national customer agreements and commercial programs across channels. As a member of the Kazakhstan Sales Leadership Team, the TSM West also contributes to the broader Kazakhstan business agenda, bringing territory insights, identifying growth opportunities and helping shape the future of the Mars business in Kazakhstan. Key Responsibilities Business & Territory Leadership
• Own delivery of Sales Out targets and key commercial KPIs for Western Kazakhstan. • Build and execute the territory business plan in line with Kazakhstan Sales strategy and priorities. • Regularly review business performance, identify gaps and opportunities and implement corrective actions. • Identify new sources of growth across geographies, customers, channels, assortment and distribution. • Ensure effective sales forecasting and provide high-quality market, customer and competitor insights to the broader organization. People Leadership
• Lead, coach and develop the Mars Sales team across the territory, creating a high-performing and highly engaged organization. • Build strong sales capabilities through regular field coaching, clear performance expectations and individual development plans. • Maintain high standards of professionalism, ownership, execution and collaboration within the team. • Build a strong talent pipeline and support development of future Sales leaders. Distributor Management & Development
• Build a strong strategic partnership with the distributor and ensure alignment behind Mars priorities. • Drive continuous improvement of distributor capabilities, sales force effectiveness and quality of execution. • Ensure the distributor has the right organization, resources, capabilities and ways of working to support Mars growth. • Monitor distributor performance, inventory, service levels and operational effectiveness. • Ensure strong performance management of the distributor sales force and effective execution of agreed KPIs. Execution Excellence & Route-to-Market
• Ensure best-in-class execution of Mars standards and commercial programs across Traditional Trade and other relevant channels. • Drive availability, distribution, visibility, assortment and quality of in-store execution. • Ensure effective territory coverage and continuously optimize Route-to-Market, outlet coverage and sales force deployment. • Identify white spaces and opportunities to expand Mars distribution and reach. • Ensure effective implementation and adoption of sales tools, processes and execution standards. Customer Management
• Ensure flawless execution of national customer agreements through the Mars team and distributor organization. • Lead negotiations and relationship management with key local and regional customers within the territory. • Develop joint business opportunities with strategic local customers and ensure effective implementation of agreed commercial plans. • Build strong relationships with key external stakeholders and customers across Western Kazakhstan. Kazakhstan Leadership Team Contribution
• Act as an active member of the Kazakhstan Sales Leadership Team. • Bring the voice of the territory, customers and field organization into national decision-making. • Contribute beyond the West territory to Kazakhstan-wide Sales priorities, transformation projects and capability-building initiatives. • Collaborate effectively with Key Accounts, Category, Marketing, Supply, Finance and other functions to deliver sustainable business growth. What We Are Looking For
• Strong FMCG Sales experience, preferably with responsibility for a geographical territory and distributor-led business. • Proven people management experience with a strong track record of developing and engaging teams. • Strong understanding of Traditional Trade, Route-to-Market and distributor management. • Experience in customer management and commercial negotiations. • Strong business acumen and ability to translate data and market insights into actions. • Strong planning, prioritization and execution capabilities. • Ability to operate independently, make decisions and take full ownership of business results. • Strong communication, influencing and stakeholder management skills. • Ability and willingness to travel extensively across Western Kazakhstan. • University degree in Business, Economics, Management or a related discipline. Key Measures of Success Sales Out delivery | Distribution & coverage | Execution KPIs | Customer performance | Distributor performance & capabilities | Team engagement & development | Territory growth | Quality of Route-to-Market