Area Sales Manager -CPD_Varanasi

Somany Ceramics Tiles; Varanasi; On-site; INR 900,000 - 1,700,000; Full time

Job summary

Somany Ceramics Tiles is seeking a dynamic Territory Sales Leader to drive dealer and project network expansion across the assigned territory in India. You will focus on achieving sales targets, optimizing product mix, and ensuring customer satisfaction through strong field execution and cross-functional collaboration.

Ideal candidates have 4–8 years in channel or project sales within building materials, with MBA/Marketing background and robust CRM, data analysis, and negotiation skills.

Qualifications

• MBA/Graduate in Business, Marketing or related discipline.
• Experience in channel sales, retail sales, or project sales in building materials or similar industries.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets for the assigned territory across dealer and project channels.
• Drive volume, value, and product mix optimization aligned with business objectives.
• Develop, onboard, and manage a high-performing dealer/distributor network.
• Monitor primary and secondary sales, stock levels, and billing efficiency.
• Design and execute territory penetration strategies including gap-town mapping and coverage optimization.
• Build and maintain relationships with architects, contractors, builders, and institutional customers.
• Lead, coach, and mentor field sales executives to achieve targets.
• Track competitor activities, pricing trends, and customer buying behavior; provide actionable insights to management.
• Maintain accurate CRM reporting via daily call reports, pipeline updates, and tour plans.

Skills

CRM platforms

MS Excel

Sales reporting

Data analysis

Territory mapping

Channel management

Dealer development

Retail & project sales

Market expansion

Pricing strategy

Financial acumen

Market intelligence

Strategic planning

Customer lifecycle

Team leadership

Performance coaching

Decision-making

Stakeholder management

Negotiation

Ownership & accountability

Adaptability

Customer-centric mindset

Education

MBA / Graduate in Business, Marketing

Tools

Salesforce

SAP

Zoho

Job description

Role Purpose

Drive achievement of assigned territory sales targets by strengthening the dealer and project network, expanding market presence, and leading field execution with a strong focus on customer satisfaction, operational excellence, and sustainable business growth.

Key Responsibilities

Sales & Revenue Growth

• Achieve monthly, quarterly, and annual sales targets for the assigned territory across dealer and project channels.

• Drive volume, value, and product mix optimization aligned with business objectives.

• Identify and convert new business opportunities including untapped towns, key accounts, and project pipelines.

Dealer & Channel Management

• Develop, onboard, and manage a high-performing dealer/distributor network.

• Ensure dealer profitability, engagement, and adherence to company policies.

• Monitor primary and secondary sales, stock levels, and billing efficiency.

Market Development & Expansion

• Design and execute territory penetration strategies including gap-town mapping and coverage optimization.

• Drive structured market development initiatives such as dealer meets, influencer engagement programs, and promotional campaigns.

• Strengthen presence in new and emerging markets within the territory.

Customer & Stakeholder Engagement

• Build and maintain strong relationships with architects, contractors, builders, and institutional customers.

• Conduct regular site visits and actively track project stages to maximize conversion rates.

• Ensure high levels of customer satisfaction through proactive issue resolution and service coordination.

Team Leadership & Performance Management

• Lead, coach, and mentor field sales executives to achieve individual and team targets.

• Conduct weekly/monthly performance reviews with actionable insights and improvement plans.

• Drive a performance-driven culture with clear KPIs and accountability.

Market Intelligence & Reporting

• Track competitor activities, pricing trends, and customer buying behavior; provide actionable insights to management.

• Maintain accurate and timely reporting via CRM systems including daily call reports, pipeline updates, and tour plans.

• Use data-driven insights for forecasting, planning, and decision-making.

Execution Excellence

• Ensure proper product display, branding, and visibility at dealer and retail outlets as per company guidelines.

• Coordinate with cross-functional teams (logistics, supply chain, marketing, finance, technical support) for seamless execution.

• Monitor adherence to company SOPs, compliance standards, and operational efficiency.

Role Specifications

• Experience: 4–8 years in channel sales, retail sales, or project sales (preferably in building materials, construction products, or similar industries).

• Education: MBA / Graduate in Business, Marketing, or related discipline.

• Territory Coverage: Willingness to travel extensively within the assigned geography.

• Reporting: Reports to Regional Sales Manager / Zonal Head.

• Tools & Systems: Hands-on experience with CRM platforms, MS Excel, and sales reporting tools.

Desired Candidate Profile

• Proven track record of achieving or exceeding sales targets in competitive markets.

• Strong experience in dealer/distributor management and channel development.

• Exposure to project sales and handling stakeholders like architects, contractors, and builders.

• Excellent negotiation, influencing, and relationship management skills.

• Strong analytical mindset with the ability to interpret data and derive actionable insights.

• Self-driven, result-oriented, and capable of working in dynamic and fast-paced environments.

• High level of ownership, accountability, and problem-solving ability.

Key Competencies

Technical Competencies

• CRM systems usage (Salesforce, SAP, Zoho, or equivalent)

• Sales forecasting and pipeline management

• Data analysis (Excel dashboards, reports)

• Territory mapping and coverage planning

Functional Competencies

• Channel management & dealer development

• Retail & project sales execution

• Market expansion and demand generation

• Pricing strategy and margin management

Business Competencies

• Financial acumen (revenue, margins, ROI)

• Market intelligence and competitor analysis

• Strategic planning and execution

• Customer lifecycle management

Leadership Competencies

• Team leadership and capability building

• Performance management and coaching

• Decision-making under uncertainty

• Stakeholder management and cross-functional collaboration

Behavioural Competencies

• Strong communication and interpersonal skills

• Negotiation and influencing ability

• Ownership and accountability

• Adaptability and resilience

• Customer-centric mindset

Success Metrics

• Achievement of sales targets (volume, value, and product mix)

• Expansion of dealer network and market coverage

• Growth in secondary sales and channel efficiency

• Conversion rate of project opportunities

• Improvement in dealer satisfaction and retention

• Accuracy and timeliness of CRM reporting

• Team productivity and performance improvement

• Market share growth within the assigned territory