Job Title
Sr. Territory Sales Manager – Tile Adhesives
Role Purpose
Drive regional revenue and market share for tile adhesives through channel development, dealer network expansion, secondary-sales activation, and market development. Build and manage a high-performing distributor and dealer network, ensure product availability and visibility at point-of-sale and project sites, and convert market opportunities into sustainable sales and timely collections.
Key Responsibilities
Manage and grow relationships with distributors, dealers, retailers, and key accounts across the assigned territory.
Identify, evaluate, and appoint new distributors and dealers in potential markets; own onboarding and enablement until self-sustaining.
Ensure target-wise stock allocation, minimum stock levels at key partner locations, and efficient stock rotation to prevent stock-outs and aging.
Conduct monthly business reviews with channel partners (sales, stock, returns, schemes) and implement corrective actions.
Achieve monthly, quarterly, and annual secondary and territory sales targets as per the assigned plan.
Drive dealer-to-retailer movement (secondary sales) through order generation, route-to-market optimization, and POS execution.
Plan and execute territory coverage (call plans, outlet coverage, merchandising) to maximize reach and conversion.
Monitor the order book, forecast demand, and coordinate with supply/planning teams to fulfill commitments.
Meet contractors, applicators, masons, and retailers regularly to drive product trials, specification adoption, and repeat usage.
Visit construction/project sites routinely and support product demonstrations and technical application guidance.
Capture feedback from influencers and relay product/service improvement inputs to R&D/marketing.
Execute branding and promotional activities in the market in line with local opportunities and budget.
Ensure strong product visibility across assigned areas through shop boards, shelf branding, demo counters, and site branding.
Communicate market branding requirements and on-ground insights to management for central planning.
Follow up on collections and outstanding payments; ensure receivables are realized within agreed credit terms.
Monitor competitor activities, pricing, and new launches; share timely market feedback with the reporting manager.
Submit regular, accurate sales reports, distributor/dealer dashboards, call reports, and market intelligence updates.
Role Specifications
Location: Pune (field-based; extensive travel required across the assigned territory).
Reporting to: Regional Sales Manager / Zonal Head.
Employment type: Full-time, field role requiring regular on-ground presence.
Travel: Extensive daily area travel; periodic regional travel.
Desired Candidate Profile
7–10 years of experience in Tile Adhesives / Construction Chemicals / Cement / Tiles / Building Materials or related building products.
Strong experience in channel sales, distributor management, and market expansion with a proven track record of meeting sales targets.
Result-driven, self-motivated, and comfortable working autonomously in a field environment.
Willing to travel extensively for field work and handle dual priorities (sales and distribution operations).
Bachelor’s degree (B.Com / BBA / Diploma in Civil/Construction or equivalent); MBA (Sales/Marketing) preferred but not mandatory.
Competent in MS Excel and comfortable using digital tools (WhatsApp, Google Maps) for territory planning; exposure to basic CRM or distributor management systems is a plus.
Must-Have Skills
Channel Sales
Distributor & Dealer Management
Secondary Sales
Territory Management
Market Development
Branding & Promotions
Influencer Engagement
Negotiation & Closing
Collections Management
Market Intelligence
Key Competencies
Technical Competencies
Product & Application Knowledge: Tile adhesive formulations, application methods, troubleshooting, trial execution.
Channel Systems: Distributor stocking norms, secondary-sales monitoring, basic trade margin mechanics.
Tools: Basic CRM/ERP navigation, Excel for reporting/analysis, and digital tools for territory planning.
Functional Competencies
Distributor & Dealer Management: Onboarding, SLA setting, stock management, incentive design.
Sales Execution: Route planning, call reporting, conversion funnel optimization.
Collections & Credit Control: Follow-ups, dispute resolution, cash realization.
Business Competencies
Market Development: Identifying white spaces, network expansion strategy, competitive positioning.
Trade Marketing Alignment: Localized promo planning with ROI focus.
Data-driven Decision Making: Using secondary-sales data to prioritize interventions.
Leadership Competencies
Team Influence: Ability to coach/enable distributor sales teams and retail influencers; influence cross-functional stakeholders.
Ownership & Accountability: End-to-end responsibility for area P&L-related KPIs.
Behavioural Competencies
Customer Centricity: Builds trust with channel partners and trade influencers.
Agility & Resilience: Adapts to changing field situations and recovers quickly from setbacks.
Integrity & Compliance: Follows company policies on pricing, credit, and trade practices.
Success Metrics
Secondary Sales Growth: % growth in dealer-to-retailer sales vs. prior period and plan.
Revenue Achievement: % of monthly/quarterly/annual sales target achieved.
Distribution Expansion: Number of new distributors/dealers onboarded and % coverage increase in priority micro-markets.
Stock Health: Days-of-stock at distributor level and % of key outlets with stock availability.
Market Share & Penetration: Increase in market share or penetration in priority segments/locations.
Collections: % of receivables collected within agreed terms and Days Sales Outstanding (DSO).
Activations & Visibility: Number of field demonstrations, influencer trials converted, and POS/branding implementations completed.
Reporting & Compliance: Timeliness and accuracy of reports, call logs, and CRM updates.