Territory Sales Manager- Lautoka

Territory Sales Manager- Lautoka

Oceania Gas is the leading manufacturer of industrial, medical, and food-grade gases in the region. 
We are also the authorized distributor of BOC gases, industrial safety equipment, and welding products
in the South Pacific.

Position Purpose:

The Territory Sales Manager is responsible for achieving sales revenue, customer acquisition, market
 growth and profitability within the assigned territory. The role requires strong leadership, customer 
relationship management, business development and effective execution of the company’s sales strategy.
The TSM is accountable for delivering the assigned territory budget and ensuring sustainable growth through 
new customer acquisition, existing customer development, team-based selling and conversion 
of competitor business.

Key Responsibilities:

1. Sales & Revenue Management
• Achieve monthly, quarterly and annual sales and revenue targets for the assigned territory.
• Develop and implement territory sales plans to achieve budgeted growth.
• Monitor sales performance against targets and take corrective action where required.
• Identify sales shortfalls and develop recovery plans.
• Drive profitable sales while maintaining appropriate pricing and margins.
• Convert open quotations and sales opportunities into closed sales

2. Customer Acquisition & Business Development
• Identify and acquire new customers within the territory.
• Develop new business opportunities across existing and new market segments.
• Target competitor customers and develop strategies to win their business.
• Build strong relationships with key decision-makers and major customers.
• Conduct regular customer visits and maintain an effective call cycle.

3. Existing Customer Growth
• Develop existing accounts through upselling, cross-selling and increased product penetration.
• Ensure the company's top customers receive appropriate attention and service.
• Monitor customer purchasing patterns and identify opportunities for growth.
• Ensure customer complaints and service issues are resolved promptly.

4. Team-Based Selling
• Work on new customers acquisition and ensure sale opportunity is closed.
• Achieve monthly revenue target assigned to the segment.
• Share customer and market opportunities with relevant team members.
• Support team members in closing major opportunities and strategic accounts.

5. Territory & Market Management
• Maintain detailed knowledge of customers, competitors, pricing and market conditions.
• Identify market gaps and opportunities for growth.
• Monitor competitor activities and provide timely market intelligence to management.
• Develop strategies to protect and increase market share.
• Ensure delivery and service arrangements support customer retention and prevent
         competitors from gaining market share.

 6. Quotation & Sales Pipeline Management
• Review open quotations regularly and ensure timely follow-up.
• Maintain an accurate sales pipeline and realistic sales forecast.
• Priorities high-value and high-probability opportunities.
• Ensure quotations are followed up until converted, declined or closed.
• Report significant opportunities, risks and lost business to management.

 7. Branch & Operational Support
• Work closely with branch teams to ensure stock availability supports sales requirements.
• Communicate customer demand and market requirements to relevant departments.
• Escalate stock shortages that may result in lost sales or customer migration to competitors.
• Ensure sales activities comply with company policies, credit terms and operational requirements.
• Support branches in achieving both sales and operational objectives.

8. Reporting & Performance Management
• Submit accurate weekly and monthly sales reports.
• Report sales achievement against budget and explain significant variances.
• Provide regular updates on new customers, lost customers, quotations and pipeline opportunities.
• Track key account performance and territory growth.
• Participate in sales meetings and performance reviews.
• Develop action plans for areas below target.

Qualifications & Experience
• Certificate or Diploma in Sales, Marketing, Business Administration or a related field preferred.
• Minimum 3–5 years of sales experience, preferably sales environment.
• Proven track record of achieving sales targets.
• Experience in territory management, customer acquisition and business development.
• Experience managing key accounts and negotiating with customers.
• Valid driver's license.

Application Process:
Interested applicants should forward a detailed CV and cover letter, together with the contact details 
of three non-related professional referees, to: vacancies@oceaniagas.com. Applications close 
on 25th September 2026.