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