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Role Purpose 

Drive achievement of assigned territory sales targets by strengthening the dealer and project network, expanding market presence, and leading field execution with a strong focus on customer satisfaction, operational excellence, and sustainable business growth. 

Key Responsibilities 

Sales & Revenue Growth 

• Achieve monthly, quarterly, and annual sales targets for the assigned territory across dealer and project channels. 

• Drive volume, value, and product mix optimization aligned with business objectives. 

• Identify and convert new business opportunities including untapped towns, key accounts, and project pipelines. 

Dealer & Channel Management 

• Develop, onboard, and manage a high-performing dealer/distributor network. 

• Ensure dealer profitability, engagement, and adherence to company policies. 

• Monitor primary and secondary sales, stock levels, and billing efficiency. 

Market Development & Expansion 

• Design and execute territory penetration strategies including gap-town mapping and coverage optimization. 

• Drive structured market development initiatives such as dealer meets, influencer engagement programs, and promotional campaigns. 

• Strengthen presence in new and emerging markets within the territory. 

Customer & Stakeholder Engagement 

• Build and maintain strong relationships with architects, contractors, builders, and institutional customers. 

• Conduct regular site visits and actively track project stages to maximize conversion rates. 

• Ensure high levels of customer satisfaction through proactive issue resolution and service coordination. 

Team Leadership & Performance Management 

• Lead, coach, and mentor field sales executives to achieve individual and team targets. 

• Conduct weekly/monthly performance reviews with actionable insights and improvement plans. 

• Drive a performance-driven culture with clear KPIs and accountability. 

Market Intelligence & Reporting 

• Track competitor activities, pricing trends, and customer buying behavior; provide actionable insights to management. 

• Maintain accurate and timely reporting via CRM systems including daily call reports, pipeline updates, and tour plans. 

• Use data-driven insights for forecasting, planning, and decision-making. 

Execution Excellence 

• Ensure proper product display, branding, and visibility at dealer and retail outlets as per company guidelines. 

• Coordinate with cross-functional teams (logistics, supply chain, marketing, finance, technical support) for seamless execution. 

• Monitor adherence to company SOPs, compliance standards, and operational efficiency. 

Role Specifications 

• Experience: 4–8 years in channel sales, retail sales, or project sales (preferably in building materials, construction products, or similar industries). 

• Education: MBA / Graduate in Business, Marketing, or related discipline. 

• Territory Coverage: Willingness to travel extensively within the assigned geography. 

• Reporting: Reports to Regional Sales Manager / Zonal Head. 

• Tools & Systems: Hands-on experience with CRM platforms, MS Excel, and sales reporting tools. 

Desired Candidate Profile 

• Proven track record of achieving or exceeding sales targets in competitive markets. 

• Strong experience in dealer/distributor management and channel development. 

• Exposure to project sales and handling stakeholders like architects, contractors, and builders. 

• Excellent negotiation, influencing, and relationship management skills. 

• Strong analytical mindset with the ability to interpret data and derive actionable insights. 

• Self-driven, result-oriented, and capable of working in dynamic and fast-paced environments. 

• High level of ownership, accountability, and problem-solving ability. 

Key Competencies 

Technical Competencies 

• CRM systems usage (Salesforce, SAP, Zoho, or equivalent) 

• Sales forecasting and pipeline management 

• Data analysis (Excel dashboards, reports) 

• Territory mapping and coverage planning 

Functional Competencies 

• Channel management & dealer development 

• Retail & project sales execution 

• Market expansion and demand generation 

• Pricing strategy and margin management 

Business Competencies 

• Financial acumen (revenue, margins, ROI) 

• Market intelligence and competitor analysis 

• Strategic planning and execution 

• Customer lifecycle management 

Leadership Competencies 

• Team leadership and capability building 

• Performance management and coaching 

• Decision-making under uncertainty 

• Stakeholder management and cross-functional collaboration 

Behavioural Competencies 

• Strong communication and interpersonal skills 

• Negotiation and influencing ability 

• Ownership and accountability 

• Adaptability and resilience 

• Customer-centric mindset 

Success Metrics 

• Achievement of sales targets (volume, value, and product mix) 

• Expansion of dealer network and market coverage 

• Growth in secondary sales and channel efficiency 

• Conversion rate of project opportunities 

• Improvement in dealer satisfaction and retention 

• Accuracy and timeliness of CRM reporting 

• Team productivity and performance improvement 

• Market share growth within the assigned territory