Senior Territory Manager - Nellore

Somany Ceramics Tiles; Sri Potti Sriramulu Nellore; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Somany Ceramics Tiles is seeking a high-energy Sales Manager to drive revenue growth across an assigned geography in India. You will manage dealer networks and project channels, develop area sales plans, and lead performance across locations.

The role requires 4–8 years in channel and project sales within Building Materials / Construction, with strong CRM, Excel, and negotiation skills to sustain market share and achieve targets.

Qualifications

• Graduation with relevant industry experience.
• 4–8 years of experience in channel and project sales in Building Materials / Construction / Infrastructure industries.
• Proven track record of delivering sales targets in a geographically distributed B2B/channel sales environment.
• Experience leading teams across multiple locations and proficiency in CRM and data analysis.

Responsibilities

• Achieve defined area-wise sales targets across dealer network and project channels.
• Develop and execute area-specific sales plans aligned with regional objectives.
• Expand dealer and sub-dealer network and manage performance.
• Monitor pricing discipline and ensure adherence to discount structures.
• Coordinate with supply chain for timely product deliveries and resolve issues.
• Lead, coach, and monitor the performance of reporting team members.
• Plan dealer meets and promotional campaigns to drive demand.

Skills

CRM tools

Sales analytics

Microsoft Excel

Negotiation

Education

Graduation

Tools

CRM software

Job description

Role Purpose

Drive revenue growth and market share within the assigned geography by effectively managing channel networks, overseeing project sales, and leading team performance (if applicable). The role is responsible for delivering sales targets, strengthening market presence, and ensuring operational excellence across the area.

Key Responsibilities

Sales Strategy & Target Achievement

• Achieve defined area-wise sales targets (volume, revenue, and product mix) across dealer network and project channels.
• Develop and execute area-specific sales plans aligned with regional and organizational objectives.
• Identify growth opportunities through market segmentation, penetration strategies, and customer acquisition.

Channel Management & Network Expansion

• Expand dealer and sub-dealer network through structured gap analysis, town mapping, and channel optimization.
• Evaluate dealer performance periodically and take corrective actions including capability enhancement or rationalization.
• Ensure adherence to company policies in dealer onboarding, retention, and exit decisions.

Market Intelligence & Competitive Strategy

• Monitor competitor activities, pricing strategies, and market trends; share actionable insights through structured reports.
• Develop and implement counter-strategies to sustain competitive advantage and drive market share growth.
• Gather feedback from dealers, architects, contractors, and institutional clients to inform product and pricing decisions.

Customer & Stakeholder Engagement

• Build and maintain relationships with key stakeholders including dealers, distributors, architects, contractors, and project consultants.
• Conduct regular site/project visits and customer meetings to drive demand generation and conversions.
• Ensure high standards of in-store branding, product visibility, and adherence to merchandising guidelines.

Sales Operations & Governance

• Monitor pricing discipline and ensure adherence to approved discount structures and schemes.
• Oversee implementation of credit policies, including credit limit decisions and collection of receivables within defined timelines.
• Ensure accurate and timely updates of CRM data including daily call reports and market intelligence inputs.

Logistics & Cross-Functional Coordination

• Collaborate with supply chain and logistics teams to ensure timely and accurate product deliveries.
• Resolve operational issues impacting sales, ensuring a seamless customer experience.

Team Management (If Applicable)

• Lead, coach, and monitor the performance of reporting team members to achieve individual and team targets.
• Provide ongoing guidance, training, and performance feedback to enhance team productivity and capability.

Demand Generation & Branding Initiatives

• Plan and execute market development activities such as dealer meets, promotional campaigns, seminars, and influencer engagement (architects, masons, contractors).
• Ensure effective execution of company-led marketing initiatives within the assigned area.

Role Specifications

Qualification

Graduation with relevant industry experience

Experience

4–8 years of experience in channel and project sales, preferably in Building Materials / Construction / Infrastructure industry

Desired Candidate Profile

• Proven track record of delivering sales targets in a geographically distributed B2B/channel sales environment.
• Strong expertise in dealer network management, project sales cycles, and market development.
• Demonstrated ability to lead teams and manage performance across multiple locations.
• Proficiency in CRM tools, sales analytics, and Microsoft Excel.
• Strong commercial acumen, negotiation, and decision-making capabilities.
• Ability to operate in a fast-paced, target-driven environment with high ownership and accountability.