Territory Sales Manager (TSM)

The General Soft Drinks Co. Ltd in Malta is currently looking for a Territory Sales Manager to join their team on a full-time basis:

Reporting directly to our National Sales Manager, The Territory Sales Manager (TSM) will be responsible for managing sales operations within a designated territory and leading a team of up to four sales representatives. The role focuses on achieving sales volume and revenue targets, expanding the customer base, and ensuring profitable growth of the company’s 24/7 beverage portfolio. The TSM drives market development, ensures product availability, and supports cross-functional execution to meet overall business objectives.

Key Responsibilities:

• Drive territory sales performance by achieving volume, revenue (NSR), and profitability targets.
• Lead demand forecasting, budget planning, and effective stock management to ensure product availability and freshness.
• Spend significant time in the field to strengthen route coverage, customer relationships, and in-market execution.
• Expand the customer base and increase portfolio penetration across all trade channels.
• Manage key accounts and wholesalers, including negotiations, annual planning, and performance tracking.
• Monitor credit limits, payment terms, and collections in collaboration with Finance.
• Analyse sales data, identify performance gaps, and implement corrective action plans.
• Ensure execution of trade standards (OBBPC & PICOS), brand launches, and promotional initiatives.
• Lead, coach, and develop the sales team to foster a high-performance and accountable culture.
• Collaborate cross-functionally with HR, Finance, Marketing, Supply Chain, IT, and QA to ensure operational excellence.
• Oversee CRM implementation and support HORECA and Cooler projects, ensuring proper execution and follow-up.
• Manage company assets in line with internal policies and guidelines.

Experience and Qualifications:

• 5+ years of experience in sales, with at least 2 years in a supervisory or managerial capacity.
• Experience in the FMCG or beverage industry is preferred.
• Strong leadership, communication, and negotiation skills.
• Proven ability to analyse data and develop actionable strategies.

Technical Skills:

• Trade Standards and Execution (OBBPC & PICOS)
• Sales Forecasting & Demand Planning
• CRM & Sales Reporting Tools
• Financial & Credit Management
• Market & Competitive Analysis
• Sales Contract Management

Leadership & Strategic Skills:

• Leadership & Team Development
• Negotiation & Relationship Management
• Communication & Presentation
• Customer-Centric Strategy
• Problem-Solving & Critical Thinking
• Cross-Functional Collaboration
• Change Management & Adaptability

The General Soft Drinks Co Ltd:

General Soft Drinks Co. Ltd is responsible for manufacturing a wide range of soft drinks across Malta. We do this for brands owned by The Coca-Cola Company (TCCC) including Coca-Cola, Diet Coke, Coke Zero, Fanta, Dr Pepper, Sprite, Schweppes, and Kristal. We are an independent Coca-Cola bottler and are the sole licensed bottler for products of TCCC in Malta. We employ over 300 people in Malta and Gozo at our manufacturing site, offices, and distribution centres. Our Company is committed to minimizing the environmental impact of our products and operations, with a particular focus on recycling, water stewardship energy, and climate protection. Through our sister company, GSD Marketing Ltd we sell and distribute TCCC products manufactured in Malta as well as import, sell and distribute other TCCC products including Cappy Juices and Powerade. We also import, sell and distribute other brands including Monster, Bavaria, Stella Artois, Lowenbrau and Café Mauro on behalf of other brand owners.