The life and times of a territory manager
We reach a certain point every semester when we are buried deep in quizzes, assignments, reports, and whatever other atrocities our faculties decide to put us through. It is precisely at this moment that we want university to end, because c'mon, life after university is going to be so much better right? Working 9 to 5 at a cosy office, post-work hangouts with friends/colleagues at a cafe, and finally a fat pay-check all to yourself.
However if you are employed as a territory manager (TM), life is going to be the exact opposite. If you plan on working for an FMCG or some other consumer goods company, chances are you will start out as a TM of some rural area. And that means that particular village or town will become your new address for an indefinite period of time. Even if you're not a TM, some companies require new recruits to embark on a similar stint for a few months. So what are the challenges, transitions, and developments of territory managers and people in similar positions?
GOING AWAY FROM HOME
The most apparent transition you will go through will be leaving all the comforts of home, including cooked food, clean clothes, etc. You will be left to fend for yourself and although your employer will likely compensate you, it will be your responsibility to arrange accommodation, food, and domestic help. Depending on your location, finding clean water for consumption and use could also be a challenge.
LEAVING BEHIND LOVED ONES
Another point closely linked to the first is the fact that moving to a new location means going away from your friends and family. A finance Management Trainee (MT) at Unilever Bangladesh Limited (UBL), Sudipto Saha says, "I would say the biggest challenge was to live in a place without your family, and it makes you realise that you take certain things for granted". Staying away from your loved ones for so long will definitely make you crave their company while making you homesick as well.
COMMUNICATION PROBLEMS
TMs have very demanding jobs and are required to spend a large portion of their time on the field interacting with lots of different people. However, these interactions are not the ones we're generally used to, as TMs must communicate with retailers, distributors, and others. Just the geographical and socio-economic context makes communication tough, and no academic learning can expose us to this.
DAUNTING CHALLENGES
Fahim Hara, TM at UBL, shared another account: "Working with people who have a different background from yours has its own challenges. They will not always be receptive of you and your requests because they view you as an outsider. You will have to think of clever ways to get things done by them and this is not something taught in class. In the end you must learn to gel with them."
OVERWHELMING RESPONSIBILITY
It goes without saying that TMs have to be very responsible as they oversee the sales of a whole area. They must meet sales targets, resolve problems, and work out the strategies and math needed to optimise sales. You will be working in the field, but you will also be required to do many of the things that a regular desk job requires. So it's obvious that you'll need some mettle if you plan on taking on this position.
ON THE BRIGHT SIDE
Despite all the evident hardships TMs must go through, there are countless of benefits and personal development opportunities up for grabs. The overall compensation package is usually very attractive, including a handsome salary and various perks depending on your contract. You will have access to some of the best sales and leadership training to equip you with the skills required to perform your best. And last but not least, a good TM run will enable you to advance within the organisation.
The experiences you will gain will without a doubt help you develop as an individual. You will gain hands-on experience of working with a sales team. Some of the skills you will acquire can only be learnt through working on the field. Moreover, living alone will teach you to take on more responsibility than you would otherwise. You will have to shop for groceries, make a budget, and run a household all by yourself—most of which are a vital element of growing up. Nafi Aman, Territory Officer at British American Tobacco Bangladesh Limited, summarises the whole experience as: "Although a posting outside Dhaka is a challenge and it can be hard to live alone, you grow not only in your professional life, but in your personal life as well. So at the end of the day, it's worth it."
What are your thoughts on being a TM? Would you prefer it over other jobs? Let us know your opinion.
Illustration: Ehsanur Raza Ronny