Regional Sales Manager - North

Avery Dennison; Gurugram District; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

Avery Dennison is seeking a Regional Sales Manager to drive North India business growth, oversee distributor channels, and lead the regional sales team. The role covers end-to-end sales planning, pricing, and market development with accountability for top-line growth and profitability.

The candidate will manage relationships with distributors and customers, travel extensively across North India, and coach the sales team to achieve aggressive targets while maintaining strong customer satisfaction

Qualifications

• Proven ability to drive top-line growth through distributors and partners.
• Experience leading regional sales teams and managing channel ecosystems.

Responsibilities

• Own regional sales targets, revenue, margin, and profitability.
• Develop and execute annual/quarterly regional business plans.
• Identify and onboard new partners and expand market reach.
• Monitor market trends, pricing, and competitive dynamics.
• Lead negotiations with key customers and channel partners to secure sustainable business outcomes.
• Coach and develop the regional sales team for high performance.

Skills

Channel partner management

Sales leadership

Negotiation

Relationship-building

SPIN Selling

CRM

Pricing & margins

Education

BE / B.Tech

MBA in Sales/Marketing

Tools

CRM

Job description

ABOUT THE ROLE

The Regional Sales Manager will be responsible for driving the overall business performance of the North India region, delivering the Annual Operating Plan (AOP), managing channel partners, developing new business opportunities, and leading the regional sales team.

The role will have end-to-end responsibility for top-line growth, profitability, collections, market development, customer engagement, channel excellence, and people development.

Key Accountabilities

• Deliver the Annual Operating Plan (AOP) for the designated North India region.
• Drive sustainable top-line growth through existing distributors/channel partners and new business generation.
• Develop and execute regional sales strategies aligned with business objectives and market opportunities.
• Deliver bottom-line profitability through effective pricing, product-mix optimization, and commercial discipline.
• Manage and improve timely collection of accounts receivables in line with company targets.
• Build strong relationships with distributors, printers, converters, and key decision-makers.
• Strengthen channel partner engagement, capability, productivity, and business development.
• Identify opportunities for market expansion, share gain, new applications, and innovation-led growth.
• Maintain high levels of customer satisfaction and ensure effective resolution of customer concerns.
• Lead negotiations with key customers and channel partners and convert discussions into sustainable business outcomes.
• Develop and coach the regional sales team to achieve business and individual objectives.
• Create a high-performance culture through regular reviews, coaching, feedback, and capability development.
• Work as a strong team player with a high level of ownership, self-motivation, and accountability.
• Demonstrate strong business acumen and proficiency in Excel, data analysis, and sales performance management.

RESPONSIBILITIES WILL INCLUDE

1. Business & Sales Management

• Own regional sales, volume, revenue, margin, and profitability targets.
• Develop and execute annual and quarterly regional business plans.
• Drive growth through existing channel partners while identifying and onboarding new partners where required.
• Identify white spaces and opportunities for geographic, customer, product, and application expansion.
• Monitor market trends, customer needs, competitor activity, pricing, and market dynamics.
• Track regional KPIs and take timely corrective actions to deliver business objectives.
• Maintain strong sales discipline through regular pipeline, forecast, and business reviews.

2. Channel Partner Management

• Develop strong strategic relationships with distributors and channel partners across North India.
• Establish clear business plans and growth objectives with key channel partners.
• Improve distributor productivity, inventory management, market coverage, and customer reach.
• Drive channel partner engagement initiatives, business reviews, capability-building programs, and joint market development activities.
• Ensure healthy channel inventory and working-capital discipline.
• Identify and resolve channel conflicts while maintaining a healthy and sustainable channel ecosystem.
• Develop new channel opportunities in underpenetrated markets.

3. People Management & Leadership

• Lead, motivate, coach, and develop the regional sales team.
• Set clear objectives, KPIs, and performance expectations for team members.
• Conduct regular performance reviews and provide constructive feedback and coaching.
• Build team capability in consultative selling, negotiation, account management, market development, and commercial excellence.
• Encourage collaboration, accountability, ownership, and continuous improvement within the team.
• Identify talent and develop succession plans for critical roles.
• Ensure effective communication of business priorities and company initiatives to the team.
• Lead by example and demonstrate strong ethical, customer-focused, and performance-oriented leadership.

4. Regional Travel

• Extensive travel across the North India region will be required.
• Regular visits to distributors, customers, printers/converters, and key market locations.
• Participate in customer meetings, channel partner reviews, market development activities, trials, exhibitions, and business events.

QUALIFICATIONS & EXPERIENCE

• BE / B.Tech or MBA in Sales/Marketing will be an added advantage.
• 10+ years of experience in B2B Sales, preferably in labels, packaging, printing, chemicals, materials, or a related industry.
• Prior experience managing distributors/channel partners is essential.
• Prior people-management/team-leadership experience is preferred..

Knowledge & Personality Traits

• Strong interpersonal and relationship-building skills with customers, channel partners, peers, and team members.
• Prior knowledge and understanding of the packaging or related B2B industry.

Sales & People Management

• Strong understanding of the end-to-end B2B selling process and ability to influence and coach the team in effective selling practices.
• Ability to effectively use sales tools, CRM, pipeline management, and structured selling techniques, including SPIN Selling.
• Strong negotiation and key-account management skills.
• Understanding of pricing, costing, margin, and product-mix models..

Behavioral Attributes

• Go-Getter: High energy, passion for excellence, bias for action, and strong ownership.
• People Leader: Ability to inspire, coach, develop, and motivate a diverse team.
• Customer Focused: Strong commitment to customer success and long-term relationships.
• Resilient: Adaptable and comfortable working in a dynamic and competitive environment.
• Collaborative: Ability to work effectively across functions and influence stakeholders without direct authority.
• Commercially Minded: Strong understanding of business metrics, profitability, organizational linkages, and customer value.