Territory Sales Manager

Job Title: Territory Sales Manager, VenezuelaReports To: Cluster Director, LAC (Latin America & Caribbean) Location / Work Base: VenezuelaRegion / Cluster: LAC Cluster – Venezuela TerritoryTravel Requirement: Extensive travel across the Venezuela territory
JOB PURPOSE
The Territory Sales Manager, Venezuela owns commercial execution and market performance for Stoli's portfolio within the Venezuela territory, translating LAC Cluster strategy into disciplined, on-the-ground delivery. The role leads distributor and trade relationships, field execution and market intelligence gathering across the territory, and reports performance, risks and opportunities to the Cluster Director, LAC. The Territory Sales Manager balances hands-on field leadership with structured reporting to support both territory results and broader LAC commercial decision-making.
KEY RESPONSIBILITIES & ACCOUNTABILITIES
Territory Sales Strategy & ExecutionTranslate the LAC Cluster's commercial strategy and annual operating plan into a territory-level sales plan for Venezuela.Own delivery of volume, depletions and distribution targets across the assigned territory.Identify and pursue opportunities for new product listings, supporting the introduction and launch of new Stoli products in market.Implement Global Marketing guidelines and brand standards consistently across all points of sale.Distributor & Trade Relationship ManagementBuild and maintain strong, long-term relationships with distributor partners, key retailers, and on-/off-trade customers across the territory.Monitor distributor execution against agreed KPIs and escalate performance gaps to the Cluster Director, LAC.Support distributor negotiations, JBP delivery and territory-level commercial agreements.Act as the senior local field representative for Stoli, ensuring excellent, consistent execution at point of sale.Field Team LeadershipLead, coach and support Field Sales Representatives and/or merchandisers operating within the territory [TO BE CONFIRMED – team size and structure].Set clear activity standards and performance expectations for the field team, cascading targets from Cluster and Regional levels.Conduct regular joint market visits with the field team to maintain quality and consistency of execution.Market Intelligence & ReportingMonitor Stoli portfolio presence, visibility, pricing and availability across the territory.Collect and analyze relevant market and competitor information to inform territory and Cluster-level decision-making.Provide regular, structured reporting on market conditions, opportunities and challenges to the Cluster Director, LAC.Maintain photographic and reporting records of points of sale, displays and products for market tracking purposes.Governance, Risk & ComplianceEnsure territory-level activity complies with corporate governance principles, internal policies and local regulations.Maintain oversight of distributor compliance, contractual obligations and market conduct within the territory.Flag distributor financial health concerns, including receivables exposure and credit risk, to the Cluster Director, LAC.
KEY PERFORMANCE INDICATORSPerformance Indicator
Net Sales Value (NSV) – TerritoryVolume & DepletionsDistribution GainsDistributor & Trade ExecutionForecast AccuracyTerritory sales forecast vs actuals
KEY RELATIONSHIPS
Cluster Director, LACField Sales Representatives / MerchandisersRegional & Cluster Trade MarketingFinance & Revenue Growth ManagementSupply Chain & OperationsLegal & ComplianceDistributor and importer partnersKey on-trade and off-trade customers / retailersLocal regulatory and government bodiesAgencies (marketing, POS, merchandising)
COMPETENCIES & BEHAVIOURS
Company-wideActs with integrity and upholds Stoli Group's values and code of ethicsAction-oriented, with a strong drive for results and accountabilityStrong problem-solving capability and an analytical mindsetCollaborative team player who can also work independentlyHigh attention to detail and qualityFunctionalStrong working knowledge of the local liquor/spirits market and route-to-market dynamicsField sales execution, merchandising and trade-marketing implementationDistributor and retailer relationship managementMarket intelligence gathering and competitor analysisProficient in standard reporting tools (Excel, PowerPoint) and smartphone-based photo reportingProven experience in field sales, merchandising or trade execution, ideally within FMCG or beverage alcohol (must-have)Previous experience specifically within spirits, wine, or premium beverage alcohol (nice-to-have)LeadershipLeads and coaches field team members toward consistent, high-quality executionDecisive and resourceful; comfortable working independently in the fieldProactive, organized, and effective under pressureBuilds trust and credibility with distributors and retail partnersEntrepreneurial mindset with strong personal accountability