Territory Manager New Balangir · On-site · Mid level

Somany Ceramics Ltd.; Balangir; On-site; INR 600,000 - 900,000; Full time

Job summary

Somany Ceramics Ltd. is seeking a Territory Sales Manager to drive growth across channels in the Odisha region.

You will acquire new customers, strengthen dealer and distributor partnerships, and ensure effective execution of sales strategies to achieve revenue targets and service excellence. You will manage end-to-end sales activities, including lead generation, market visits, proposals, and timely follow-ups, while collaborating with internal teams to deliver competitive pricing and on-time

Qualifications

• 2-6 years in channel sales, retail sales, or project sales (building materials or construction products).
• MBA or related business/marketing degree.
• Willingness to travel within geography.
• Experience with CRM platforms such as Salesforce, SAP, or Zoho and MS Excel.

Responsibilities

• 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.
• Identify and develop new business opportunities through dealers, distributors, architects, contractors, and key accounts.
• Execute prospecting including market visits, cold calling and lead generation.
• Expand customer base by onboarding new channel partners and increasing wallet share.
• Build and sustain relationships with dealers, distributors, and stakeholders to drive loyalty.
• Ensure channel partner engagement 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 promptly to customer inquiries and prepare competitive quotations.
• Coordinate with logistics, dispatch, accounts, pricing, marketing, and technical support.
• Monitor competitor activities, pricing trends and customer buying behavior.
• Maintain CRM reporting with pipeline updates and tour plans.
• Use data insights to improve territory planning, forecasting and decision-making.
• Negotiate pricing and terms within guidelines to maximize margins.
• Ensure timely collections and receivables management.

Skills

Channel sales

Retail sales

Project sales

CRM familiarity

MS Excel

Negotiation

Communication skills

Analytical thinking

Education

MBA / Graduate in Business, Marketing, or related field

Tools

Salesforce

SAP

Zoho

MS Excel

Job description

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