Territory Sales Manager

Astral Adhesives; Lucknow; On-site; INR 700,000 - 900,000; Full time

Job summary

Astral Adhesives is seeking a dynamic sales professional in Lucknow to drive regional sales targets across primary and secondary channels. You will work with distributors, field marketing teams, and senior management to execute schemes, promote new products, and expand key accounts.

The role requires strategic thinking, field leadership, and strong relationship-building with contractors and architects. You will also coach sales officers, ensure inventory and receivables alignment, and champion

Responsibilities

• Achieve assigned sales objectives and targets for overall value (primary and secondary).
• Drive product and territory wise sales growth and emphasize new/focused products.
• Counter competition by devising and executing strategic plans including schemes.
• Manage distributors per the distribution policy and ensure smooth operations.
• Ensure 100% scheme execution in consultation with reporting managers and sales ops team.
• Identify and develop key outlets and ensure adherence to norms and targets.
• Prepare and comply with DRCP for key outlets.
• Increase counter share of identified key outlets.
• Ensure visibility and availability of brands/products at key outlets with marketing team.
• Collaborate with field marketing (BDM/ABDM) to meet field activity targets.
• Build relationships with large contractors and architects for engagement.
• Schedule and oversee 3+ days of field coaching for sales officers.
• Recommend hiring to fill territory resource gaps.
• Promote a culture of performance, compliance, and teamwork.
• Ensure proper induction of new hires in the territory.
• Enforce work and process compliance with company norms.
• Own and champion all systems, processes, and policies relevant to sales.
• Supervise and train sales officers on product, systems, and sales processes.
• Monitor performance and provide timely feedback and counselling to staff.
• Drive execution of new product launches and provide post-launch feedback.
• Implement regional business initiatives in the field.
• Collect and relay feedback on product quality, pricing, packaging, and competition to HO.

Job description

Responsibilities

• 1. Achieving assigned sales objectives & targets in terms of;
• - Overall primary & secondary sales Value
• - Product & territory Wise Sales
• - New/Focused Products Sales
• 2. Devising and executing strategies (not restricted to schemes) to counter competition aggressively
• 3. Ensuring distributors management as per distributors management policy
• 4. Ensuring 100% schemes execution in consultation with reporting managers & sales operations Team
• 5. Adopting potential key outlets” as per laid down norms and assigned targets
• 6. Preparing & adhering self DRCP compliance of “key outlets”
• 7. Increasing the company’s counter share of identified “key outlets”
• 8. Ensuring the visibility/availability of the company’s brands/products on “key outlets” in consultation of marketing team
• 9. Working closely with field marketing team (BDM/ABDM) for achieving field marketing targets for users/influencers activation of key accounts
• 10. Building relationship and drive direct engagement with large contractors & architects
• 11. Min. 03 days full day working per allocated sales officer from grooming and coaching the team perspective.
• 12. Ensuring resource gap filling through recommending the hiring of quality sales officers in the territory
• 13. Promoting the culture of performance, work compliance, cohesiveness and synergy within the team as to achieve the desired business objectives as a team
• 14. Ensuring proper & effective induction of new hires in the territory as per the laid down norms
• 15. Ensuring work & process compliance of team as per the laid down norms
• 16. Full ownership and championing of all systems, processes, policies and business ensuring adherence
• 17. Supervise and ensure training (product, systems and sales training) of sales officers
• 18. Monitoring the performance of sales officers and enabling them to achieve expected performance standards through timely performance feedback and counselling
• 19. Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers
• 20. Driving execution of regional business initiatives in the field
• 21. Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees
• 22. Ensuring 100% inventory management & receivables management
• 23. Responsible for process digitization i.e. DMS, Order management and Vishwas App for retailers