Territory Manager (Trade Sales)

Novateur Electrical & Digital Systems; South Goa District, North Goa, Pune District; On-site; INR 400,000 - 700,000; Full time

Job summary

Legrand in Pune seeks a Trade Sales executive to drive primary sales and revenue targets across retail channels for assigned products. You will identify distributors, implement the distribution strategy, and expand product availability in the territory.

The role requires 2–8 years in project and product sales, strong analytical skills, and excellent communication. You will build relationships with channel partners, monitor DSOs, and coordinate with regional teams to ensure timely billing and

Qualifications

• Should have experience in project sales and product sales.
• In-depth understanding of Retail Sales.
• Exposure in solutions and product sales.
• Competent in managing Channels, Dealers, and Retailers.
• Strong analytical and business acumen.

Responsibilities

• Achieve primary sales and revenue targets across all products in the territory.
• Identify, select, appoint, develop and terminate distributors as per policy.
• Implement the distribution strategy as per guideline.
• Expand geographical spread of product availability in the territory.
• Ensure targeted contribution of new products to overall sales through retail segment.
• Establish new products in the region and consolidate market share.
• Build relations with channel partners.
• Manage and attain DSOs at desired levels for all channel partners.
• Ensure compliance with channel documentation and guidelines.
• Execute channel schemes per organizational guidelines.
• Monitor market intelligence: pricing, schemes, competition analysis.
• Create brand awareness through merchandizing and in-shop displays.
• Organize local promotional strategies via retailer/electrician meets.
• Develop channel through timely support.
• Coordinate with regional team for billing and dispatches.

Skills

Retail Sales

Channel Management

Negotiation

Business Acumen

Communication

Analytics

Education

Graduate/MBA

Job description

Job Role - Trade Sales

Designation/Title-Executive/Sr Executive/TM

Qualification-Graduate/MBA

Experience Range -2-8 Years

Location - Pune

Entity - Legrand

Key Focus

The primary focus of this role is to achieve the expected primary sales and revenue targets of new and existing products through the retail segment.

Roles and Responsibilities

• Achieve primary sales and revenue targets across all products assigned to the respective territory.
• Identify, select, appoint, develop and terminate distributors in line with organizational policies.
• Implement the distribution strategy as per guideline.
• Continuously expand the geographical spread of the product availability in the assigned territory.
• Ensure targeted contribution of new products to the overall sales through the retail segment.
• Establish new products in the region and consolidate market share of existing products in the retail segment.
• Build effective relations with all channel partners.
• Manage and attain the daily sales outstanding (DSO) at the desired and expected levels of all the channel partners.
• Ensure strict compliance towards channel documentation in line with the organizational policies.
• Execute channel schemes in strict adherence to organizational guidelines.
• Monitor and report relevant market and business intelligence like market development, competition analysis, pricing and scheme strategies, etc.
• Create brand awareness through merchandizing, in-shop displays, etc.
• Organize local promotional strategies through retailer meets, electrician meets, pilot management, etc.
• Constantly develop channel by providing adequate and timely support.
• Co-ordinate with the regional commercial team for timely billing, material dispatches and channel accounting.

Functional Competencies

• Performance excellence
• Customer engagement excellence
• Productivity excellence
• Initiative excellence
• People excellence
• Relationship excellence
• Process excellence

• Excellent critical thinking and analytical skills
• Excellent communication and presentation skills (verbal & written)
• Business acumen
• Keen attention to detail
• Stakeholder management

Qualifications, Role-Specific Knowledge, and Experience

• Should have an experience in project sales and product sales.
• In-depth understanding of Retail Sales
• Should have exposure in solutions and product sales.
• Competent in managing Channels, Dealers, and Retailers.
• Strong analytical and business acumen.