Territory Manager_Jorhat New Jorhat · On-site · Mid level

Somany Ceramics Ltd.; Jorhat; Sur place; INR 450 000 - 750 000; Plein temps

Résumé du poste

Somany Ceramics Ltd. in India is seeking a proactive sales professional to drive territory-level growth across channels, acquire new customers and strengthen channel partnerships.

You will execute sales strategies to meet revenue targets and deliver service excellence, while maintaining strong product visibility and market coverage. The role requires 2–6 years in channel or project sales, MBA or related degree, and readiness to travel within the territory.

Qualifications

• MBA or graduate degree in business, marketing or related field.
• 2–6 years of experience in channel, retail or project sales (building materials/construction products preferred).
• Willingness to travel extensively within the territory.
• Experience with CRM platforms (Salesforce, SAP, Zoho or equivalent).
• Strong communication, negotiation and relationship-building skills.

Responsabilités

• Achieve monthly, quarterly and annual sales targets for the assigned territory across channels.
• Drive primary and secondary sales growth with optimal product mix and profitability.
• Maintain a robust sales pipeline and convert leads into business on time.
• Identify and develop new business opportunities through dealers, distributors, architects, contractors and key accounts.
• Execute structured prospecting: market visits, cold calling and lead generation.
• Expand the customer base by onboarding new channel partners and increasing wallet share.
• Build and sustain strong relationships with dealers, distributors and stakeholders to drive loyalty.
• Ensure channel partner engagement, satisfaction and adherence to company policies.
• Maintain high standards of product visibility, merchandising, branding and availability at retail outlets.
• Conduct site visits to track project opportunities and support conversions.
• Respond to customer inquiries and prepare competitive quotations aligned with pricing guidelines.
• Coordinate with logistics, dispatch, accounts, pricing, marketing and technical support.
• Address customer complaints and ensure timely resolution while monitoring competitor activity.
• Maintain timely CRM reporting and use data insights for territory planning and forecasting.

Connaissances

Channel sales

Dealer/distributor management

Sales forecasting

CRM (Salesforce/SAP/Zoho)

MS Excel

Pricing & negotiations

Formation

MBA / Graduate in Business, Marketing

Outils

Salesforce

SAP

Zoho

MS Excel

Description du poste

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

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.

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.

CRM usage and sales reporting

Sales pipeline and lead management

Basic data analysis (Excel reporting, dashboards)

Territory mapping and route planning

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

Self-leadership and ownership

Influence without authority

Initiative and proactive problem-solving

Collaboration with cross-functional teams

Strong communication and interpersonal skills

Result orientation and resilience

Adaptability in a dynamic market environment

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