Area Sales Manager - Channel Sales Pune

Goodfit; Pune District; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Goodfit is seeking an Area Sales Manager – Tile Adhesives for Pune to drive regional revenue by strengthening the distributor and dealer network, ensuring product availability, visibility, and timely collections.

You will conduct field visits, lead promotions, manage stock levels, and pursue new market opportunities, while coordinating with supply and marketing to meet ambitious sales targets. This is a field-based, travel-intensive role requiring self-motivation and strong negotiation.

Qualifications

• 7–10 years of experience in Tile Adhesives or related building products.
• Strong channel sales and distributor management experience with proven targets.
• Willing to travel extensively for field work.
• Bachelor’s degree (B.Com / BBA / Civil/Construction) and MBA preferred but not mandatory.
• Proficient in MS Excel and basic CRM/distributor management systems.

Responsibilities

• Manage and grow relationships with distributors, dealers, retailers, and key accounts across the assigned territory.
• Onboard new distributors and dealers and enable them to self-sustain.
• 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 and implement corrective actions.
• Achieve monthly, quarterly, and annual secondary and territory sales targets as per the assigned plan.
• Drive dealer-to-retailer movement through order generation, route-to-market optimization, and POS execution.
• Plan and execute territory coverage 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 and repeat usage.
• Visit construction/project sites routinely and support product demonstrations and technical 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 and 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 terms.
• Monitor competitor activities, pricing, and new launches; share timely market feedback with the reporting manager.
• Submit regular, accurate sales reports and market intelligence updates.

Skills

Channel Sales

Distributor & Dealer Management

Secondary Sales

Territory Management

Market Development

Branding & Promotions

Influencer Engagement

Negotiation & Closing

Collections Management

Market Intelligence

Tools

CRM/ERP

Excel

Job description

Job Title

Area 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

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.