Job Title
Senior Area Sales Manager – Tiles Division
Department
Sales
Location
Jaipur (Rajasthan)
Reporting To
Regional Sales Manager / Zonal Sales Manager
Role Purpose
The Senior Area Sales Manager will be responsible for driving profitable business growth, expanding market share, strengthening the dealer-distributor ecosystem, and enhancing brand presence across the assigned territory. The role focuses on achieving sustainable sales growth through effective channel management, influencer engagement, market development, and operational excellence while ensuring high customer satisfaction and healthy receivables.
Key Responsibilities
Business Growth & Sales
Achieve monthly, quarterly, and annual sales targets.
Develop and execute territory business plans aligned with regional objectives.
Drive primary and secondary sales growth.
Increase market penetration across existing and new markets.
Identify new business opportunities and emerging market segments.
Channel Management
Develop, appoint, and strengthen dealer and distributor networks.
Improve dealer productivity and channel profitability.
Ensure effective implementation of trade schemes and promotional campaigns.
Maintain optimum product availability across channels.
Influencer & Project Sales
Build strong relationships with architects, interior designers, builders, contractors, developers, and institutional customers.
Generate project leads and convert them into business opportunities.
Increase specification sales through influencer engagement.
Territory Development
Conduct regular market visits.
Analyze competitor activities, pricing, product launches, and market trends.
Recommend territory-specific growth initiatives.
Financial Management
Ensure timely collections and healthy receivables.
Monitor outstanding payments and credit limits.
Improve sales realization and profitability.
Sales Operations
Prepare sales forecasts and business reviews.
Ensure CRM updates and accurate sales reporting.
Coordinate with Supply Chain, Marketing, Customer Service, and Finance for smooth business operations.
Team Management (if applicable)
Coach, mentor, and develop Territory Sales Managers/Sales Officers.
Monitor team productivity and performance.
Drive capability building and engagement.
Role Specifications
Education
Graduate in any discipline
MBA (Marketing) preferred
Experience
7–12 years of sales experience in Ceramic Tiles, Building Materials, Sanitaryware, Bathware, Paints, Laminates, Plywood, Cement, Adhesives, or allied industries.
Preferred Territory Exposure
Agra
Mathura
Firozabad
Aligarh
Etawah
Mainpuri
Hathras
Nearby markets
Desired Candidate Profile
The ideal candidate should have:
Strong channel sales experience
Dealer and distributor management expertise
Proven secondary sales growth
Market development experience
Project sales exposure
Strong influencer management capabilities
Excellent negotiation skills
Business planning capability
Collection management experience
Market intelligence and competitive analysis skills
CRM and sales analytics proficiency
Strong presentation skills
Working knowledge of MS Excel, PowerPoint, and CRM platforms
Demonstrated record of consistently achieving or exceeding sales targets.
Key Competencies
Technical Competencies
CRM Systems (Salesforce/SAP CRM/MS Dynamics or equivalent)
MS Excel (Advanced)
Sales Forecasting
Sales Analytics & Reporting
Pipeline Management
Territory Planning
Inventory Planning
Trade Scheme Execution
Functional Competencies
Channel Sales
Dealer Development
Distributor Management
Secondary Sales
Primary Sales
Business Development
Influencer Management
Project Sales
Collection Management
Market Intelligence
Key Account Management
Business Competencies
Territory Growth Strategy
Profitability Management
Revenue Planning
Market Expansion
Commercial Acumen
Customer Relationship Management
Cross-functional Collaboration
Business Forecasting
Leadership Competencies
Coaching & Mentoring
Team Development
Decision Making
Performance Management
Ownership & Accountability
Change Management
Strategic Thinking
Behavioural Competencies
Result Orientation
Customer Centricity
Communication Skills
Negotiation Skills
Problem Solving
Adaptability
Collaboration
Integrity
Resilience
Learning Agility