Job Title
Territory Sales Executive – Tile Adhesive Sales
Role Purpose
The Territory Sales Executive/Senior Territory Sales Executive is a front-line field sales role responsible for driving territory coverage, dealer engagement, contractor influence, and daily market execution. The role requires strong ground-level legwork, regular market visits, and consistent follow-through to grow sales, expand product reach, and support business development in the assigned territory.
Key Responsibilities
Cover the assigned territory through daily visits to dealers, retailers, contractors, applicators, and project sites.
Generate and convert business opportunities through field execution and relationship building at market level.
Develop, service, and strengthen the dealer and retailer network in the assigned territory.
Achieve monthly sales targets and contribute to secondary sales growth.
Improve product visibility, availability, and penetration across mapped markets.
Influence masons, contractors, and applicators through product discussions, demonstrations, and local activation activities.
Organize and execute mason meets, contractor meets, and site-level engagement programs.
Track competitor activity, pricing trends, market movement, and customer feedback.
Support payment collection and maintain follow-up on receivables as per company norms.
Maintain timely and accurate reporting of field calls, market updates, and sales progress using approved tools or formats.
Role Specifications
Experience: 1–4 years for Territory Sales Executive; 3–5 years for Senior Territory Sales Executive.
Preferred industry exposure: tile adhesives, construction chemicals, tiles, paints, cement, or other building materials.
Education: Graduate in any discipline; relevant field sales experience will be prioritized.
Territory knowledge and local market familiarity will be an added advantage.
Willingness to travel extensively within the assigned geography.
Working knowledge of MS Excel, mobile reporting tools, and basic sales documentation is preferred.
Experience in field sales, channel sales, dealer management, or contractor-led selling is desirable.
Desired Candidate Profile
Strong field orientation with a willingness to do regular ground-level legwork.
Good communication, follow-up, and negotiation skills.
Ability to build and maintain relationships with dealers, retailers, contractors, and site influencers.
Self-driven, target-oriented, and comfortable working in a fast-paced field environment.
Able to plan daily territory coverage and maintain consistent market discipline.
For Senior Territory Sales Executive, ability to handle a larger geography, complex dealer relationships, and higher business accountability.
Professional, resilient, and collaborative in approach.
Key Competencies
Technical Competencies
Field sales execution.
Dealer and retailer management.
Contractor and mason engagement.
Basic sales reporting and MIS.
MS Excel and mobile-based reporting tools.
Market mapping and competitor tracking.
Functional Competencies
Territory coverage planning.
Ground-level sales conversion.
Secondary sales generation.
Product demonstration and activation.
Collection follow-up.
Market intelligence gathering.
Complaint and query coordination.
Business Competencies
Customer relationship management.
Commercial awareness.
Opportunity identification.
Target ownership.
Negotiation and influencing.
Cross-functional coordination.
Leadership Competencies
Accountability and ownership.
Self-management.
Initiative in field execution.
For Sr. TSE: ability to guide and support junior field resources, where applicable.
Behavioural Competencies
Result orientation.
Persistence and resilience.
Adaptability.
Customer focus.
Integrity and professionalism.
Team collaboration.
Strong follow-through.
Success Metrics
Achievement of monthly, quarterly, and annual sales targets.
Growth in active dealer, retailer, and contractor engagement.
Improvement in territory coverage and market penetration.
Timely collections and control of overdue receivables.
Frequency and quality of field visits, activations, and site conversions.
Number and effectiveness of mason meets and contractor meets conducted.
Accuracy and timeliness of reporting.
Improvement in competitor conversion or win-back opportunities where relevant.