The Territory Manager Model – Field Sales Team

Our client needed commercial ownership in the stores that mattered most — not just a call cycle, but a team who could own ranging decisions, negotiate space, and build the kind of relationship that turns a store visit into a growth conversation.

BIG’s sales team puts dedicated Territory Managers on priority stores nationally, each one accountable for core ranging and NPD cut-ins, head office execution, discretionary display negotiation, shelf relays and category optimisation, and the strategic relationships that unlock further growth. Backed by a National Field Sales Manager for oversight and KPI governance, the team delivered successful new category launches, large-scale shelf relays in compressed timelines, and a measurable lift in discretionary display space — the kind of commercial result that comes from a dedicated owner in every priority store.