Territory Sales Manager

Parker; Chennai District, Bengaluru; On-site; INR 900,000 - 1,400,000; Full time

Job summary

Parker in South India seeks a Territory Sales Manager-APS-South to drive PMD sales of structural and thermal management products. You will expand the customer base via direct and distributor channels, and manage key accounts while maintaining a healthy sales pipeline.

Responsibilities include coordinating with distributors, conducting product trainings, achieving monthly and annual targets, and contributing to market intelligence.

Qualifications

• Education as stated: Engineering/Science graduates or diploma in related fields.
• Minimum 3–5 years of industrial sales experience.
• Experience in specialty chemicals preferred.
• Strong communication and stakeholder management skills.

Responsibilities

• Sales Management: Handle sales operations in the South region, aligning with company objectives.
• Business Development: Identify and develop new customers and applications for incremental business.
• Customer Engagement: Visit customers, conduct product trials, train, address complaints, ensure resolution.
• Distributor Management: Coordinate distributor network, review DPR, report to management.
• Sales Metrics & Planning: Meet forecasts, order bookings, and AOP targets, manage DSO.
• Key Account Management: Manage OEM and key accounts to drive long-term growth.
• Market Intelligence: Gather market trends and competitor intelligence for planning.
• Technical Collaboration: Work with R&D for trials, launches, troubleshooting, VA/VE.
• Import Planning: Plan Make-To-Order (MTO) orders 3–4 months ahead.
• Commercial Administration: Ensure timely credit notes and document discounts.
• Customer Feedback: Survey customers for product feedback and improvements.
• Order Fulfillment Coordination: Liaise with CS for orders and dispatch updates.
• Distributor Training: Organize trainings to upgrade distributor teams.

Skills

Interpersonal skills

Analytical skills

Communication skills

Relationship management

Education

Graduate or Diploma in Engineering/Science (Polymer/Rubber/Chemical/Paints)

Tools

Salesforce

MS Office

Job description

Job Title - Territory Sales Manager-APS- South

Job Purpose

Territory Manager will be responsible for driving PMD sales of a range of products- Structural and Thermal Management products-within the geographic territory of South India. This role focuses on both maintaining and expanding the customer base through direct and distribution channels and delivering the planned sales Matrices. Key responsibilities include identifying and converting prospective customers, generate healthy Sales Pipeline to support growth, conducting product trainings for distributors and end-users, and fostering long-term customer relationships. The role also involves gathering and communicating market and competitive intelligence, converting competitor business, achieving targeted order bookings, and regularly reviewing distributor performance to ensure sustained business growth.

Main Duties

1. Sales Management: Handle sales operations in the South region of India, ensuring alignment with company objectives.
2. Business Development: Identify and develop new customers and applications to generate incremental business opportunities.
3. Customer Engagement: Visit customers to conduct product trials, deliver technical/product training, address complaints, and ensure timely resolution of issues.
4. Distributor Management: Coordinate and manage the distributor network; monitor, analyze, and periodically review distributor performance (DPR) and report findings to the management team.
5. Sales Metrics & Planning: Achieve key business metrics including DSO (Days Sales Outstanding), accurate forecasting, order bookings, and meeting monthly and Annual Operating Plan (AOP) sales targets.
6. Key & Global Account Management: Manage and nurture relationships with key and global accounts to drive long-term growth.
7. Market Intelligence: Collect and communicate market trends, customer feedback, and competitor intelligence to inform strategic planning.
8. Technical Collaboration: Work closely with the technology/R&D team for product trials, new product launches, technical troubleshooting, process audits, training, and VA/VE (Value Analysis/Value Engineering) programs.
9. Import Planning: Plan and book orders for Make-To-Order (MTO) grades in advance (3-4 months) to ensure timely availability.
10. Commercial Administration: Ensure timely release of Credit Notes (CNs) to distributors and maintain proper documentation of discount structures in agreements.
11. Customer Feedback: Conduct customer surveys to gather feedback on existing and new products.
12. Order Fulfillment Coordination: Liaise with the Customer Service (CS) team for order processing and proactively share dispatch status with customers and distributors.
13. Distributor Training: Organize training programs to upgrade the skills and product knowledge of distributor sales teams.

Key Accountabilities

1. Sales Growth: Manage sales in the South region with an annual revenue target of $2.2M in FY26 or the 9% growth over the previous year (FY25).
2. Customer Retention & Competitive Defense: Retain core customers, defend against competition, and win new businessparticularly in mold release agents and specialty coatings.
3. Lead Generation & Pipeline Management: Generate new leads, create and manage opportunities in Salesforce CRM, and maintain a healthy and actionable sales pipeline.
4. OEM Account Expansion: Maintain and grow business with Automotive OEMs, spec-in of Parker Lord products, enhancing the companys footprint and partnerships.
5. Sales Performance Management: Achieve monthly sales targets, adhere to order booking plans, reduce past dues, and ensure accurate sales forecasting with variation -5%.
6. Account & Channel Management: To manage key accounts- Mahindra LMM, TVS, Ola, Royal Enfield and solar buisness in the South region territory.
7. The explore EV Market in south region considering it is hub for EV vehicles and power electronics.

Decision Making Authority

1. Pricing revision with the support from leadership team
2. Request hold supply if payment is overdue >30 days
3. Quote at Price List level

Planning And Organisation

1. Frequent coordination is required with the cross functional team - CS, finance, technology, QA, plant
2. DPR review of Solar projects along with Distributor team
3. Planning of import MTO- make to order grades
4. Submission of Annual customer wise plan, Order Forecast

Jobholder Requirements

1. Education: Graduate or Diploma in Engineering/Science with specialization in Polymer, Rubber Technology, Chemical, or Paints.
2. Experience: Minimum 3-5 years of industrial sales experience, preferably in specialty chemicals.
3. Skills:
1. Strong interpersonal, analytical, and communication skills.
2. Ability to build relationships, influence stakeholders, and manage key accounts effectively.
4. Technical Proficiency: Proficient in Microsoft Office (Word, Excel, PowerPoint).
5. Familiarity with CRM tools (e.g., Salesforce) is an added advantage.

Key Competencies

1. Planning & Coordination: Strong ability to plan, prioritize, and coordinate tasks effectively to meet business goals. Meeting deadlines.
2. Customer-Centric Approach: Demonstrates a proactive and solution-oriented mindset focused on exceeding customer expectations.
3. Team Collaboration: Works well in cross-functional teams; supports collective goals and contributes to a positive team environment.
4. Effective Communication: Clear and concise communicator, both verbal and written, with strong presentation and negotiation skills.
5. Results-Driven & Resilient: Willingness to take on challenging tasks, with a positive attitude and persistence to overcome obstacles.