Senior Area Sales Manager - Kochi

Assistant Zonal Manager – Sales

Role Purpose

Lead sales performance and market development across the assigned zone/state by driving strategic initiatives, strengthening channel partnerships, and enabling high-performing teams. The role is accountable for delivering business targets, expanding market presence, and ensuring operational excellence while representing the organization’s brand in the region.

Key Responsibilities

Business Strategy & Target Delivery

·        Develop and execute zonal/region-level sales strategy to achieve revenue, volume, and profitability targets across product verticals. [05 JD Asso...al Manager | Word]

·        Contribute to annual business planning, including demand forecasting, market expansion, and growth initiatives. [05 JD Asso...al Manager | Word]

·        Identify emerging markets and lead market entry strategies to expand business footprint. [05 JD Asso...al Manager | Word]

Channel & Market Development

·        Strengthen dealer, distributor, and franchise networks through strategic selection, onboarding, and lifecycle management. [05 JD Asso...al Manager | Word]

·        Drive expansion through gap-town mapping and increasing counter share across the assigned geography. [05 JD Asso...al Manager | Word]

·        Ensure consistent brand visibility, product display standards, and availability of new launches at retail counters. [05 JD Asso...al Manager | Word]

·        Oversee growth of key segments such as franchise and club dealers to enhance retail reach. [05 JD Asso...al Manager | Word]

Stakeholder & Influencer Management

·        Build and nurture long-term relationships with dealers, architects, contractors, corporates, and influencers. [05 JD Asso...al Manager | Word]

·        Drive engagement programs such as dealer meets, influencer connects, and promotional events to strengthen market presence. [05 JD Asso...al Manager | Word]

·        Ensure high service standards and responsiveness across all stakeholder groups. [05 JD Asso...al Manager | Word]

Sales Governance & Commercial Effectiveness

·        Ensure strict adherence to pricing guidelines, discount structures, and credit policies to improve realization and profitability. [05 JD Asso...al Manager | Word]

·        Monitor receivables and ensure healthy collection cycles in line with company norms.

·        Ensure compliance with SOPs, authorization matrices, and sales governance frameworks. [05 JD Asso...al Manager | Word]

Market Intelligence & Competitive Strategy

·        Track competitor activities, pricing trends, and market dynamics; provide timely insights to leadership. [05 JD Asso...al Manager | Word]

·        Recommend and implement targeted sales promotions and schemes based on market feedback. [05 JD Asso...al Manager | Word]

·        Use data-driven insights to refine go-to-market strategies and improve market share.

Team Leadership & Capability Building

·        Lead, manage, and mentor team members to achieve individual and team-level performance targets. [05 JD Asso...al Manager | Word]

·        Drive structured performance reviews, KRAs tracking, and productivity metrics for self and team. [05 JD Asso...al Manager | Word]

·        Build a strong leadership pipeline by coaching and developing second-line talent. [05 JD Asso...al Manager | Word]

·        Foster a collaborative, high-performance team culture and ensure effective communication across teams. [05 JD Asso...al Manager | Word]

Operations & Execution Excellence

·        Ensure execution rigor through structured monthly planning, activity tracking, and CRM reporting. [05 JD Asso...al Manager | Word]

·        Coordinate with cross-functional teams (marketing, logistics, supply chain, customer service) for seamless business operations. [05 JD Asso...al Manager | Word]

·        Oversee depot operations and ensure efficient dispatch and market servicing (where applicable). [05 JD Asso...al Manager | Word]

·        Ensure smooth operations of experience centers and customer touchpoints within the region. [05 JD Asso...al Manager | Word]

Role Specifications

Qualification

MBA (preferred) or equivalent postgraduate qualification

Experience

10–14 years of experience in channel and project sales, preferably in Building Materials / Construction / Infrastructure industry [05 JD Asso...al Manager | Word]

Desired Candidate Profile

·        Proven track record of delivering large-scale sales targets and managing multi-city or state-level operations.

·        Strong expertise in channel sales, distribution strategy, and market expansion.

·        Demonstrated leadership experience in managing and developing high-performing sales teams.

·        Strong business acumen including pricing, credit control, and profitability management.

·        Experience in CRM systems, sales analytics, and data-driven decision-making.

·        Ability to operate in a dynamic, competitive environment with high ownership and accountability.