Territory Sales Manager

TotalEnergies; Ernakulam, Madurai District, Chennai District; On-site; INR 800,000 - 1,200,000; Full time

Job summary

TotalEnergies in India seeks a Territory Manager for Aftermarket across two lubricant brands. You will drive sales volume, manage distributor networks, and implement pricing strategies while ensuring receivables are collected as per policy.

You will build strong customer relationships, conduct demand generation, and coordinate with the central campaigns while monitoring budget adherence and safety requirements across the territory.

Qualifications

• Graduate preferably degree in Mechanical / Chemical / Automobile Engineering or a degree/ diploma in Marketing/ Business Management.

Responsibilities

• Manage Revenue & Trade Account Receivables.
• Manage network of distributors across the territory, grow/expand secondary dealer network.
• Implementation of sales and the pricing policy across sales area.
• Manage and Monitor timely performance of the Distributor Sales team to deliver the budgeted numbers.
• Drive volume and distribution expansion for assigned territory.
• Ensure collection of receivables in accordance with credit policy.
• Set targets for primary network as per guidelines; ensure growth and market potential extraction.
• Build/strengthen relations with Key Customers across the territory.
• Plan and conduct Demand Generation activities across the territory.
• Organize Dealer / Mechanic meets as part of Customer engagement programs.
• Ensure optimal allocation and effective utilization of A&P budget.
• Ensure effective implementation of centrally coordinated strategies, promotions, campaigns, etc.
• Establish Market intelligence on competition and business environment.
• Ensure adherence to Health and Safety Policy.
• Plan, Budget & Control all Expenses with monitoring systems.
• Map & analyze secondary network and take suitable action for growth.
• Conduct demand generation activities.

Skills

Team Management

Education

Mechanical/ Chemical/ Automobile Eng or Marketing/ Business Management

Job description

Territory Manager

( Territory Manager for the Aftermarket for the two Lubricant Brands )

Role & responsibilities

Responsible for sales volume with GMVC

• Manage Revenue & Trade Account Receivables.
• Manage network of distributors across the territory, grow/expand secondary dealer network.
• Implementation of sales and the pricing policy across sales area.
• Manage and Monitor timely performance of the Distributor Sales team to deliver the budgeted numbers.

Achieve sales Budget by Formulating Sales Strategy from broad directives of RM

• Drive volume and distribution expansion for assigned territory
• Ensure collection of receivables in accordance with credit policy.
• Set targets for primary network as per the guidelines with due regards to volume growth, outflow and extraction of market potential.
• Build / strengthen relations with Key Customers across the territory.
• Plan and conduct Demand Generation activities across the territory
• Organize and conduct Dealer / Mechanic meets as part of Customer engagement programs
• Ensure optimal allocation and effective utilization of A&P budget
• Ensure effective implementation of centrally coordinated strategies, promotions, campaigns, etc.
• Establish Market intelligence for information on Competition and business environment.
• Ensure all aspects of the company's Health and Safety Policy are adhered to.
• Plan, Budget & Control all Expenses with effective monitoring systems.
• Map & analyze secondary network and take suitable action to ensure stability and growth
• Conducting demand generation activities .

Accountabilities

Ensure organization's projected top line and bottom line are achieved in the Sales area.

• Ensure Trade Account Receivables are with strict control at all times.
• Ensure a motivated team performing in a cohesive atmosphere under professional management
• Ensure that all operations in the region are within the framework of the company policy and budgeted limits.
• Ensure development of good quality long term Primary Network / Customers
• Ensure that the umbrella brand and both individual brands are seen to represent quality and performance
• Ensure all aspects of the company's Health and Safety Policy are adhered to.

Required profile

Graduate preferable degree in Mechanical / Chemical / Automobile Engineering or a degree/ diploma in Marketing/ Business Management

6-8 years sales experience of which at least 2 year in similar level and dimensions.

Excellent Team Management and ability to handle team