Senior Territory Manager - CPD Sales (Bikaner)

Somany Ceramics Tiles; Bikaner; On-site; INR 600,000 - 900,000; Full time

Job summary

Somany Ceramics Tiles is seeking a dynamic Sales professional for Rajasthan/Bikaner region. This role focuses on channel sales, dealer management, and project sales in building materials.

You will drive growth, manage relationships with distributors and architects, and ensure strong market execution with effective CRM reporting. The candidate should have 2–6 years of relevant experience, an MBA or degree in business/marketing, and willingness to travel within the territory.

Qualifications

• MBA or graduate in business/marketing or related field.
• Willingness to travel extensively within assigned geography.
• Experience with CRM platforms and MS Excel required.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Drive primary and secondary sales growth and optimize product mix.
• Maintain a robust sales pipeline and convert leads into business.
• Develop new business with dealers, distributors, architects, contractors, and key accounts.
• Ensure high product visibility, merchandising, and channel partner engagement.
• Coordinate with internal teams for pricing, logistics, and support.

Skills

Channel sales experience

CRM usage

MS Excel

Sales forecasting

Education

MBA / Graduate in Business, Marketing

Tools

Salesforce

SAP

Zoho

Job description

Key Responsibilities

Sales & Target Achievement

• Achieve monthly, quarterly, and annual sales targets for the assigned territory across channels.
• Drive primary and secondary sales growth, ensuring optimal product mix and profitability.
• Maintain a robust sales pipeline and ensure timely conversion of leads into business.

Business Development & Customer Acquisition

• Identify and develop new business opportunities through dealers, distributors, architects, contractors, and key accounts.
• Execute structured prospecting, including market visits, cold calling, and lead generation activities.
• Expand the customer base by onboarding new channel partners and increasing wallet share of existing customers.

Channel & Relationship Management

• Build and sustain strong relationships with dealers, distributors, and key stakeholders to drive loyalty and repeat business.
• Ensure channel partner engagement, satisfaction, and adherence to company policies.
• Support partners with product knowledge, schemes, and business planning inputs.

Market Execution & Coverage

• Ensure effective territory coverage through structured tour plans and market mapping (gap towns/sub-towns).
• Maintain high standards of product visibility, merchandising, branding, and availability at retail outlets.
• Conduct regular site visits to track project opportunities and support conversions.

Customer Service & Operations

• Respond promptly to customer inquiries and prepare competitive quotations aligned with pricing guidelines.
• Ensure seamless coordination with internal teams (logistics, dispatch, accounts, pricing, marketing, and technical support).
• Address customer complaints and ensure timely resolution to maintain high satisfaction levels.

Market Intelligence & Reporting

• Monitor competitor activities, pricing trends, and customer buying behavior to provide actionable insights.
• Maintain accurate and timely reporting through CRM systems (DCRs, pipeline updates, and monthly tour plans).
• Use data insights to improve territory planning, forecasting, and decision-making.

Collections & Commercial Discipline

• Negotiate pricing and commercial terms within defined guidelines to maximize margins.
• Ensure timely collections and effective receivables management to maintain healthy cash flow.
• Monitor credit exposure and minimize overdue payments.

Role Specifications

• Experience: 2–6 years in channel sales, retail sales, or project sales (preferably building materials, construction products, or similar industries).
• Education: MBA / Graduate in Business, Marketing, or a related field.
• Territory Coverage: Willingness to travel extensively within assigned geography.
• Reporting: Reports to Area Sales Manager / Regional Manager.
• Tools & Systems: Experience with CRM platforms (Salesforce, SAP, Zoho, or equivalent) and MS Excel.

Desired Candidate Profile

• Demonstrated ability to achieve or exceed sales targets in a competitive environment.
• Strong experience in dealer/distributor handling and channel sales execution.
• Exposure to working with architects, contractors, and project stakeholders is preferred.
• Excellent communication, negotiation, and influencing skills.
• Strong analytical and problem-solving abilities with a data-driven approach.
• Self-motivated, result-oriented, and capable of working independently.
• High ownership mindset with strong execution discipline.

Key Competencies

Technical Competencies

• CRM usage and sales reporting
• Sales pipeline and lead management
• Basic data analysis (Excel reporting, dashboards)
• Territory mapping and route planning

Functional Competencies

• Channel sales and dealer management
• Retail sales execution and merchandising
• Customer acquisition and demand generation
• Pricing, negotiation, and collections management

Business Competencies

• Understanding of revenue drivers and margin management
• Market intelligence and competitive analysis
• Territory planning and forecasting
• Customer lifecycle and relationship management

Leadership Competencies

• Self-leadership and ownership
• Influence without authority
• Initiative and proactive problem-solving
• Collaboration with cross-functional teams

Behavioural Competencies

• Strong communication and interpersonal skills
• Result orientation and resilience
• Adaptability in a dynamic market environment
• Customer-first mindset
• Integrity and accountability

Success Metrics

• Achievement of sales targets (volume, value, and product mix)
• Growth in active customers and channel partners
• Increase in secondary sales and territory penetration
• Conversion rate of leads and project opportunities
• Reduction in overdue receivables and improved collections efficiency
• Accuracy and timeliness of CRM reporting
• Improvement in customer satisfaction and retention
• Enhanced market share in the assigned territory