Territory Sales Officer

Adani Group; Hyderabad; On-site; INR 600,000 - 1,000,000; Full time

Job summary

Adani Group is seeking a Territory Sales Officer in Hyderabad to drive growth, expand the dealer network, and strengthen customer relationships. You will execute targeted sales strategies for traditional cement products and S&P offerings, while managing a robust sales pipeline across sub-dealers and end-users.

The role requires 3–5 years in sales/marketing within Cement and Building Materials, with MBA in Sales/Marketing.

Qualifications

• MBA with a focus on Sales or Marketing.
• 3–5 years of experience in sales and marketing in Cement/Construction materials.
• Industry knowledge in Cement, Construction and Building Materials.

Responsibilities

• Execute sales strategies to achieve targets across traditional and S&P product lines.
• Promote products at sub-dealer and customer levels to stimulate higher sales.
• Maintain a robust sales pipeline and promote premium cement products and allied S&P offerings.
• Build and maintain relationships with sub-dealers, stakeholders, and end-users.
• Identify new business opportunities and market trends to expand market reach.
• Educate sub-dealers and customers on benefits and U.S.P.s of all products.

Skills

Territory sales

Relationship building

Negotiation

Market analysis

Team coordination

Education

MBA (Sales/Marketing focus)

Tools

CRM systems

Forecasting tools

Logistics coordination

Job description

Purpose/Objective

The Territory Sales Officer is responsible for driving sales growth, market penetration, fostering strong customer relationships, executing targeted sales strategies, and expanding the dealer network for both traditional cement products and specialized S&P offerings within the assigned territory. The TSO will ensure a deep understanding of product benefits across different segments, effectively communicate with stakeholders, and maintain a focus on achieving sales targets.

Key Responsibilities of Role

• Sales Facilitation, Execution, and Target Achievement: - Execute sales strategies to achieve targets across both traditional and S&P product lines.
• Sales Facilitation, Execution, and Target Achievement: - Facilitate the sales process at the sub-dealer and customer levels, promoting the product line to stimulate higher sales.
• Sales Facilitation, Execution, and Target Achievement: - Maintain a robust sales pipeline, ensuring effective promotion and advocacy for both premium cement products and allied S&P offerings.
• Customer Relationship Management and Market Development: - Build and maintain strong relationships with a diverse customer base, including sub-dealers, stakeholders, and end-users.
• Customer Relationship Management and Market Development: - Identify new business opportunities and market trends, tailoring sales approaches to meet customer needs and expand market reach.
• In-depth Product Knowledge and Promotion: - Educate sub-dealers, customers, and their staff on the benefits and unique selling propositions of all products.
• In-depth Product Knowledge and Promotion: - Support the launch and promotion of new products, ensuring comprehensive market coverage and customer awareness.
• Micro-Market Analysis and Competitive Intelligence: - Conduct detailed analysis of micro-markets within the territory to identify expansion opportunities and competitive threats.
• Micro-Market Analysis and Competitive Intelligence: - Monitor competitors' actions and pricing strategies, providing insights to refine sales strategies and outperform the competition.
• Operational Support and Coordination: - Work closely with logistics and supply chain teams to optimize distribution and delivery systems.
• Operational Support and Coordination: - Relay field feedback to improve inventory planning and address real-time sales dynamics.
• Network Expansion and Re-engagement: - Execute initiatives to onboard new sub-dealers and reintegrate degrowing sub-dealers into the active network.
• Network Expansion and Re-engagement: - Develop retention strategies based on insights gathered from degrowing sub-dealers and market analysis.
• Reporting, Communication, and Transparency: - Accurately record sales orders and communicate essential details to ensure seamless information flow.
• Reporting, Communication, and Transparency: - Foster a culture of openness, sharing information transparently with team members and stakeholders.
• Reporting, Communication, and Transparency: - Document and communicate decision-making processes to ensure clarity and departmental understanding.
• Organizational Skills and Accountability: - Prioritize tasks effectively, managing multiple projects with agility and implementing best practices in workflow management.
• Organizational Skills and Accountability: - Establish clear accountability mechanisms to track performance and decision-making within the sales team.
• Key Stakeholders - Internal: - Area Sales Manager - Back Office - Trade - Secondary Logistics Officer Key Stakeholders - External: - Sub-dealers

Technical Competencies

• CRM System Management-Cements
• Consultative Selling-Cements
• Customer Relationship Management (CRM)-Cements
• Demand Sensing/ Forecasting-Cements
• Documentation and Record-Keeping-Cements
• Logistics and Supply Chain Management-Cements
• Market and Competitive Analysis-Cements
• Network Development-Cements
• Pricing Analysis-Cements

Qualifications and Experience

• Educational Qualification: - MBA from a premier institute with a focus on Sales or Marketing.
• Work Experience (Range of years): - 3 - 5 years of experience in sales and marketing activities
• Industry Knowledge: - Demonstrate in-depth understanding and proficiency in sales, specifically tailored to the Cement, Construction and Building Materials industries.