Territory Manager-CPD Sales (Noida)

Somany Ceramics Tiles; Dadri; On-site; INR 400,000 - 600,000; Full time

Job summary

Somany Ceramics Tiles in Uttar Pradesh seeks a driven sales professional to achieve monthly, quarterly, and annual targets across channels. You will drive primary and secondary sales, manage a robust pipeline, and convert leads into business.

The role requires building strong relationships with dealers, distributors, architects and contractors, expanding the customer base, and ensuring effective market execution with CRM-driven insights for forecasting and planning.

Qualifications

• 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.

Responsibilities

• 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.
• 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.
• 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.
• Maintain accurate and timely reporting through CRM systems (DCRs, pipeline updates, and monthly tour plans).

Skills

Channel sales

Dealer management

CRM reporting

MS Excel

Negotiation

Education

MBA / Graduate in Business or 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