Sales Officer

Job Description

1. Position Details

• Designation: Officer – Sales

• Location: Sivasagar, Assam

• Department: Sales & Marketing

• Reporting To: ASM/TSM

• Salary Range: As per market standards

• Experience: 3–4 years in Sales / Channel Management

• Qualification: Graduation (MBA / Marketing preferred)

2. Role Purpose

The Executive – Sales is responsible for driving business growth in the Sivasagar territory by managing dealer and sub-dealer networks, achieving sales and collection targets, strengthening market presence, and ensuring effective execution of company strategies.

3. Key Deliverables / Responsibilities

• Manage and expand channel distribution across Sivasagar territory

• Appoint, develop, and monitor dealers and authorized sub-dealers

• Achieve assigned primary and secondary sales targets

• Ensure availability of products and correct market pricing

• Execute brand-building and promotional activities at local level

• Conduct mason/contractor meets and provide technical support

• Ensure timely collection and healthy fund flow from dealers

• Track competitor activity and provide market intelligence

• Maintain accurate sales reports, MIS, and forecasts

4. Key Result Areas (KRA) & Key Performance Indicators (KPI)

• KRA 1: Sales Target Achievement

• Monthly, quarterly, and annual volume & value target achievement

• Growth in secondary sales and repeat business

• KRA 2: Channel Development

• Appointment of new dealers and sub-dealers

• Improvement in dealer productivity and coverage

• KRA 3: Market Development & Visibility

• Increased market share in Sivasagar region

• Execution of branding, visibility, and promotional activities

• KRA 4: Collection & Credit Control

• Timely collection as per credit norms

• Reduction of overdue and outstanding balances

• KRA 5: Compliance & Reporting

• Adherence to company pricing, schemes, and SOPs

• Timely reporting of sales, collections, and market feedback

5. Roadmap of Success

• 0–3 Months

• Understand company products, pricing, and sales processes

• Map Sivasagar market, dealer base, and competitor landscape

• Build strong relationships with dealers and influencers

• 3–6 Months

• Achieve minimum 85–90% of assigned sales targets

• Expand sub-dealer network in uncovered areas

• Improve product visibility and secondary sales

• 6–12 Months

• Consistently achieve or exceed targets

• Strengthen dealer loyalty and market share

• Become a key contributor to regional business growth

6. Annual Success Plan (Financial Year)

• Q1 (Apr–Jun)

• Territory planning and dealer productivity improvement

• Focus on volume growth and collections

• Q2 (Jul–Sep)

• Network expansion and increased market coverage

• Branding activities and mason/contractor engagement

• Q3 (Oct–Dec)

• Peak season sales maximization

• Discount and scheme optimization

• Q4 (Jan–Mar)

• Annual target closure and collection drive

• Dealer retention and planning for next FY

7. Competency Framework

• A. Functional Competencies (Must Have)

• Knowledge of Cement Industry and Trade Channels

• Dealer and Sub-dealer Management

• Sales Planning and Execution

• Credit Management and Collections

• B. Behavioural Competencies (Desired)

• Strong communication and interpersonal skills

• Result-driven and self-motivated

• Decision-making and problem-solving ability

• Team collaboration and adaptability

• C. Personal Attributes

• Hardworking and disciplined

• Willingness to travel extensively within territory

• Learning-oriented and resilient

• High ownership and accountability

8. Reporting Relationship

Reports To: AVP / Regional Sales Manager