Role Purpose
Drive revenue growth and market share within the assigned geography by effectively managing channel networks, overseeing project sales, and leading team performance (if applicable). The role is responsible for delivering sales targets, strengthening market presence, and ensuring operational excellence across the area.
Key Responsibilities
Sales Strategy & Target Achievement
· Achieve defined area-wise sales targets (volume, revenue, and product mix) across dealer network and project channels.
· Develop and execute area-specific sales plans aligned with regional and organizational objectives.
· Identify growth opportunities through market segmentation, penetration strategies, and customer acquisition.
Channel Management & Network Expansion
· Expand dealer and sub-dealer network through structured gap analysis, town mapping, and channel optimization.
· Evaluate dealer performance periodically and take corrective actions including capability enhancement or rationalization.
· Ensure adherence to company policies in dealer onboarding, retention, and exit decisions.
Market Intelligence & Competitive Strategy
· Monitor competitor activities, pricing strategies, and market trends; share actionable insights through structured reports.
· Develop and implement counter-strategies to sustain competitive advantage and drive market share growth.
· Gather feedback from dealers, architects, contractors, and institutional clients to inform product and pricing decisions.
Customer & Stakeholder Engagement
· Build and maintain relationships with key stakeholders including dealers, distributors, architects, contractors, and project consultants.
· Conduct regular site/project visits and customer meetings to drive demand generation and conversions.
· Ensure high standards of in-store branding, product visibility, and adherence to merchandising guidelines.
Sales Operations & Governance
· Monitor pricing discipline and ensure adherence to approved discount structures and schemes.
· Oversee implementation of credit policies, including credit limit decisions and collection of receivables within defined timelines.
· Ensure accurate and timely updates of CRM data including daily call reports and market intelligence inputs.
Logistics & Cross-Functional Coordination
· Collaborate with supply chain and logistics teams to ensure timely and accurate product deliveries.
· Resolve operational issues impacting sales, ensuring a seamless customer experience.
Team Management (If Applicable)
· Lead, coach, and monitor the performance of reporting team members to achieve individual and team targets.
· Provide ongoing guidance, training, and performance feedback to enhance team productivity and capability.
Demand Generation & Branding Initiatives
· Plan and execute market development activities such as dealer meets, promotional campaigns, seminars, and influencer engagement (architects, masons, contractors).
· Ensure effective execution of company-led marketing initiatives within the assigned area.
Role Specifications
Qualification
Graduation with relevant industry experience
Experience
4–8 years of experience in channel and project sales, preferably in Building Materials / Construction / Infrastructure industry
Desired Candidate Profile
· Proven track record of delivering sales targets in a geographically distributed B2B/channel sales environment.
· Strong expertise in dealer network management, project sales cycles, and market development.
· Demonstrated ability to lead teams and manage performance across multiple locations.
· Proficiency in CRM tools, sales analytics, and Microsoft Excel.
· Strong commercial acumen, negotiation, and decision-making capabilities.
· Ability to operate in a fast-paced, target-driven environment with high ownership and accountability.