Field Sales Executive job description template (India, 2026)

What does a Field Sales Executive do?

Field sales is the backbone of distribution-led businesses in India: FMCG, pharma, building materials, agri-inputs, financial products, B2B supplies. The executive has a territory and a beat — which outlets or accounts to visit on which days — and is measured on orders, coverage, collections and new outlets opened. Most of the working day is on a two-wheeler between visits, with the phone as the reporting tool.

The job description has to be honest about the physical reality: distance covered, working hours, weather, and whether the company provides a vehicle or reimburses fuel. The candidates who do this well are organised, self-directed and know the territory; the ones who leave were surprised by the travel.

Field Sales Executive responsibilities

Written as work the person does, not qualities they have. A responsibility a candidate can picture is one they can decide about.

• Cover the assigned territory on the agreed beat plan, meeting every account at the planned frequency and recording each visit.
• Generate primary and secondary orders from dealers, retailers or accounts, and ensure they are booked correctly with delivery details.
• Open new outlets or accounts every month against a target, and activate them with the first order and any displays or materials.
• Collect payments due and reconcile with accounts; escalate overdue accounts before they become bad debts.
• Ensure product availability, visibility and pricing at outlets, and report competitor activity from the field.
• Coordinate with distributors and the delivery team so orders reach outlets on time.
• Submit daily reports from the field — visits, orders, collections — through the company app or CRM.
• Attend the weekly review with the area manager and plan the next week's beat.

Field Sales Executive requirements and qualifications

Keep the required list to what you would actually reject a candidate for. Everything else goes under nice to have — a long required list mostly filters out the people you wanted.

• 1 to 5 years of field sales experience in the relevant channel — general trade, modern trade, dealer network, institutional or B2B — with a monthly target.
• Knowledge of the assigned territory: routes, key outlets, local trade practices and the local language.
• A two-wheeler with a valid licence, and willingness to travel across the territory daily.
• Basic numeracy for order booking, schemes and collections, and comfort using a mobile app for reporting.
• Reliable, self-directed and able to work a full beat day without supervision.
• 12th pass minimum; graduate preferred for accounts-based territories.

Nice to have

• Existing relationships with dealers or outlets in the territory.
• Experience with distributor management — claims, schemes, stock.
• Experience in our product category.

Salary, CTC and terms for a Field Sales Executive in India

State a CTC range. Postings without one get fewer and worse-matched applications, and the range is the first thing an Indian candidate looks for. Say how the CTC is made up — fixed, variable, and any statutory components — so the in-hand figure is not a surprise at offer stage.

• State fixed pay, incentive structure and the basis — orders, collections, new outlets — with any slabs. Field sales incentives are commonly paid monthly; say when.
• State the travel allowance or fuel reimbursement rate and whether a vehicle is provided. This is the first question a field candidate asks and it belongs in the posting.
• State the working days and hours honestly, including Saturday coverage if the trade works Saturdays. Include phone or data allowance if provided.
• PF and ESI as applicable are part of the CTC; say so. Notice period is typically 15 to 30 days at this level.

Field Sales Executive job description template

Replace every [placeholder]. Cut anything that is not true of your company — a generic paragraph is worse than no paragraph.

Field Sales Executive — [Company name], [City]

Employment type: Full-time | Location: [City] / [On-site, hybrid or remote] | CTC: [range] per annum | Experience: [years]

About the role
Field sales is the backbone of distribution-led businesses in India: FMCG, pharma, building materials, agri-inputs, financial products, B2B supplies. The executive has a territory and a beat — which outlets or accounts to visit on which days — and is measured on orders, coverage, collections and new outlets opened. Most of the working day is on a two-wheeler between visits, with the phone as the reporting tool.
The job description has to be honest about the physical reality: distance covered, working hours, weather, and whether the company provides a vehicle or reimburses fuel. The candidates who do this well are organised, self-directed and know the territory; the ones who leave were surprised by the travel.

What you will do
- Cover the assigned territory on the agreed beat plan, meeting every account at the planned frequency and recording each visit.
- Generate primary and secondary orders from dealers, retailers or accounts, and ensure they are booked correctly with delivery details.
- Open new outlets or accounts every month against a target, and activate them with the first order and any displays or materials.
- Collect payments due and reconcile with accounts; escalate overdue accounts before they become bad debts.
- Ensure product availability, visibility and pricing at outlets, and report competitor activity from the field.
- Coordinate with distributors and the delivery team so orders reach outlets on time.
- Submit daily reports from the field — visits, orders, collections — through the company app or CRM.
- Attend the weekly review with the area manager and plan the next week's beat.

What we are looking for
- 1 to 5 years of field sales experience in the relevant channel — general trade, modern trade, dealer network, institutional or B2B — with a monthly target.
- Knowledge of the assigned territory: routes, key outlets, local trade practices and the local language.
- A two-wheeler with a valid licence, and willingness to travel across the territory daily.
- Basic numeracy for order booking, schemes and collections, and comfort using a mobile app for reporting.
- Reliable, self-directed and able to work a full beat day without supervision.
- 12th pass minimum; graduate preferred for accounts-based territories.

Nice to have
- Existing relationships with dealers or outlets in the territory.
- Experience with distributor management — claims, schemes, stock.
- Experience in our product category.

Compensation and terms
- State fixed pay, incentive structure and the basis — orders, collections, new outlets — with any slabs. Field sales incentives are commonly paid monthly; say when.
- State the travel allowance or fuel reimbursement rate and whether a vehicle is provided. This is the first question a field candidate asks and it belongs in the posting.
- State the working days and hours honestly, including Saturday coverage if the trade works Saturdays. Include phone or data allowance if provided.
- PF and ESI as applicable are part of the CTC; say so. Notice period is typically 15 to 30 days at this level.

How to apply
Apply with your resume through this page. We reply to every application, and shortlisted candidates hear from us within [number] working days.

Screening questions for Field Sales Executive applicants

Five questions is the ceiling on ofper, and it is the right ceiling: a form that asks more than that costs applications. Use them for the things that decide a shortlist, not for anything the resume already says.

Questions, answered straight