Job Title
Territory Manager / Senior Territory Manager – Channel & Retail Sales
Role Purpose
Drive territory-level sales growth by proactively identifying business opportunities, acquiring new customers, strengthening channel partnerships, and ensuring effective execution of sales strategies to consistently achieve revenue targets and service excellence.
Key Responsibilities
Sales & Target Achievement
Achieve monthly, quarterly, and annual sales targets for the assigned territory across channels.
Drive primary and secondary sales growth, ensuring optimal product mix and profitability.
Maintain a robust sales pipeline and ensure timely conversion of leads into business.
Business Development & Customer Acquisition
Identify and develop new business opportunities through dealers, distributors, architects, contractors, and key accounts.
Execute structured prospecting, including market visits, cold calling, and lead generation activities.
Expand the customer base by onboarding new channel partners and increasing wallet share of existing customers.
Channel & Relationship Management
Build and sustain strong relationships with dealers, distributors, and key stakeholders to drive loyalty and repeat business.
Ensure channel partner engagement, satisfaction, and adherence to company policies.
Support partners with product knowledge, schemes, and business planning inputs.
Market Execution & Coverage
Ensure effective territory coverage through structured tour plans and market mapping (gap towns/sub-towns).
Maintain high standards of product visibility, merchandising, branding, and availability at retail outlets.
Conduct regular site visits to track project opportunities and support conversions.
Customer Service & Operations
Respond promptly to customer inquiries and prepare competitive quotations aligned with pricing guidelines.
Ensure seamless coordination with internal teams (logistics, dispatch, accounts, pricing, marketing, and technical support).
Address customer complaints and ensure timely resolution to maintain high satisfaction levels.
Market Intelligence & Reporting
Monitor competitor activities, pricing trends, and customer buying behavior to provide actionable insights.
Maintain accurate and timely reporting through CRM systems (DCRs, pipeline updates, and monthly tour plans).
Use data insights to improve territory planning, forecasting, and decision-making.
Collections & Commercial Discipline
Negotiate pricing and commercial terms within defined guidelines to maximize margins.
Ensure timely collections and effective receivables management to maintain healthy cash flow.
Monitor credit exposure and minimize overdue payments.
Role Specifications
Experience: 2–6 years in channel sales, retail sales, or project sales (preferably building materials, construction products, or similar industries).
Education: MBA / Graduate in Business, Marketing, or a related field.
Territory Coverage: Willingness to travel extensively within assigned geography.
Reporting: Reports to Area Sales Manager / Regional Manager.
Tools & Systems: Experience with CRM platforms (Salesforce, SAP, Zoho, or equivalent) and MS Excel.
Desired Candidate Profile
Demonstrated ability to achieve or exceed sales targets in a competitive environment.
Strong experience in dealer/distributor handling and channel sales execution.
Exposure to working with architects, contractors, and project stakeholders is preferred.
Excellent communication, negotiation, and influencing skills.
Strong analytical and problem-solving abilities with a data-driven approach.
Self-motivated, result-oriented, and capable of working independently.
High ownership mindset with strong execution discipline.
Key Competencies
Technical Competencies
CRM usage and sales reporting
Sales pipeline and lead management
Basic data analysis (Excel reporting, dashboards)
Territory mapping and route planning
Functional Competencies
Channel sales and dealer management
Retail sales execution and merchandising
Customer acquisition and demand generation
Pricing, negotiation, and collections management
Business Competencies
Understanding of revenue drivers and margin management
Market intelligence and competitive analysis
Territory planning and forecasting
Customer lifecycle and relationship management
Leadership Competencies
Self-leadership and ownership
Influence without authority
Initiative and proactive problem-solving
Collaboration with cross-functional teams
Behavioural Competencies
Strong communication and interpersonal skills
Result orientation and resilience
Adaptability in a dynamic market environment
Customer-first mindset
Integrity and accountability
Success Metrics
Achievement of sales targets (volume, value, and product mix)
Growth in active customers and channel partners
Increase in secondary sales and territory penetration
Conversion rate of leads and project opportunities
Reduction in overdue receivables and improved collections efficiency
Accuracy and timeliness of CRM reporting
Improvement in customer satisfaction and retention
Enhanced market share in the assigned territory