Territory Manager - CPD_Shimla

Somany Ceramics Tiles; Shimla district; On-site; INR 550,000 - 750,000; Full time

Job summary

Somany Ceramics Tiles is seeking a dynamic Territory Sales professional to drive channel and project sales across our ceramic tiles portfolio. You will identify opportunities, onboard dealers, and coordinate with architects, contractors, and distributors to achieve revenue targets.

Role requires 2–6 years in channel/retail sales, MBA or related degree, and willingness to travel within the region. Strong CRM and Excel skills, plus a disciplined, data-driven approach, are essential.

Qualifications

• Experience: 2–6 years in channel sales, retail sales, or project sales.
• MBA / Graduate in Business, Marketing, or related field.
• Territory coverage: willingness to travel extensively within assigned geography.
• Experience with CRM platforms (Salesforce, SAP, Zoho, or equivalent) and MS Excel.

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

Skills

CRM usage

Sales reporting

Lead management

Territory planning

Communication

Education

MBA / Graduate in Business or Marketing

Tools

Salesforce

SAP

Zoho

MS Excel

Job description

Role Purpose

Drive territory-level sales growth by proactively identifying business opportunities, acquiring new customers, strengthening channel partnerships, and ensuring effective execution of sales strategies to consistently achieve revenue targets and service excellence.

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