Territory Manager– Adhesive Sales - Calicut / Kozhikode

Job Title

Territory Manager – Tile Adhesives (Primary & Secindary Sales)

Role Purpose

To drive sales growth and market expansion for the Tile Adhesives business across the assigned territory through effective channel management, dealer development, secondary sales execution, and strong market coverage. The role is responsible for achieving business targets, strengthening the distribution network, increasing brand visibility, and building strong relationships with dealers, retailers, contractors, and influencers.

Key Responsibilities

• Manage and strengthen relationships with existing distributors, dealers, and channel partners.

• Identify and appoint new dealers/distributors in potential markets to expand business reach.

• Ensure product availability, stock movement, and optimum inventory levels across the assigned territory.

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.

• Drive secondary sales growth through regular retailer engagement and market coverage activities.

• Generate orders, coordinate billing activities, and ensure timely execution through channel partners.

• Conduct regular retailer visits to increase product visibility and market penetration.

• Build strong relationships with contractors, applicators, masons, retailers, and other key influencers.

• Visit construction sites regularly to identify business opportunities and support ongoing projects.

• Conduct product demonstrations, trials, and awareness activities to promote product adoption.

• Monitor competitor activities, pricing, schemes, and market trends, and share insights with the reporting manager.

• Follow up on outstanding payments and ensure timely collections from channel partners.

• Maintain accurate sales records and submit daily visit reports, sales updates, and market feedback.

• Ensure compliance with company policies, reporting standards, and business processes.

Role Specifications

• Role Type: Full-time | Field Sales Role

• Industry Preference: Building Materials / Construction Chemicals / Tile Adhesives / Tiles / Cement / Waterproofing

• Reporting To: Regional Sales Manager

• Travel Requirement: Extensive local travel within the assigned territory

Desired Candidate Profile

• 2–5 years of sales experience in Tile Adhesives, Construction Chemicals, Tiles, Cement, Waterproofing, or Building Materials industry.

• Strong experience in dealer/distributor handling and channel sales operations.

• Good understanding of secondary sales, retailer management, and territory development.

• Proven ability to achieve sales targets and manage field sales activities independently.

• Strong communication, negotiation, and relationship management skills.

• Ability to build and maintain strong relationships with dealers, retailers, contractors, and influencers.

• Self-driven, result-oriented, and comfortable working in a high field-travel role.

• Basic proficiency in MS Excel, reporting tools, and mobile-based sales applications is preferred.

Key Competencies

Technical Competencies

• Channel Sales Management

• Secondary Sales Execution

• Dealer & Distributor Development

• Territory Management

• Product Demonstration & Site Support

• Sales Reporting & MIS

• Market Intelligence & Competitor Analysis

Functional Competencies

• Retail & Trade Network Expansion

• Order Generation & Billing Coordination

• Collections & Receivables Management

• Influencer Management (Contractors, Applicators & Masons)

• Demand Generation Activities

• Market Coverage Planning

Business Competencies

• Revenue Growth Orientation

• Customer Relationship Management

• Commercial Acumen

• Market Development Strategy

• Business Planning & Forecasting

Behavioural Competencies

• Result Orientation

• Ownership & Accountability

• Strong Interpersonal Skills

• Negotiation & Influencing Skills

• Problem Solving Ability

• Adaptability & Learning Agility

• High Energy & Execution Focus

Success Metrics

• Achievement of monthly, quarterly, and annual sales targets

• Growth in secondary sales and market coverage

• Expansion of dealer/distributor network in assigned territory

• Improvement in product availability and market visibility

• Timely collections and healthy receivables management

• Increased engagement with retailers, contractors, and influencers

• Accuracy and timeliness of reporting and sales updates

• Market share growth within the assigned territory