Assistant Sales Manager

Job Title

Assistant Sales Manager – B2B Modular Furniture & Ready-Made Doors (Multi-City / Local Market Specialist)

Location

Multiple cities (candidate must be based in and have proven sales experience in the assigned city or an immediately allied local market). Strong local network with builders, commercial developers, institutional buyers, architects, and influencers is mandatory.

Role Summary

The Assistant Sales Manager will own sales execution and growth in their assigned city/territory for modular furniture and ready-made doors in the B2B segment. This role is focused on building, nurturing, and converting relationships with builders, commercial developers, institutional procurement teams, and allied stakeholders to drive order booking, revenue, and customer retention while coordinating tightly with internal teams (estimations, operations, design, logistics, credit, and after-sales).

Key Responsibilities

• Territory & Account Ownership: Act as the primary sales lead for the assigned city. Develop deep local market insight, map potential projects, and maintain a high-touch relationship with key accounts (builders, commercial, institutional).
• New Business Development: Identify, qualify, and pursue new project opportunities. Leverage existing local relationships to accelerate entry into ongoing and upcoming real estate, institutional, and commercial builds.
• Project / Consultative Sales: Drive complex B2B sales cycles—understand client requirements, coordinate with estimations/design, present proposals, negotiate contracts, and close deals.
• Pipeline & Forecast Management: Maintain an accurate and healthy sales pipeline in CRM. Provide timely forecasts, manage funnel coverage, and ensure conversion metrics are tracked.
• Proposal & Quote Coordination: Work with the Estimator, design and operations teams to prepare competitive, margin-aware, technically correct proposals and commercial offer documents.
• Customer Relationship Management: Ensure exceptional client experience from engagement through delivery and after-sales; drive repeat business and referrals.
• Cross-functional Collaboration: Liaise with operations, production, logistics, credit (Senior Accountant), and installation teams to ensure delivery timelines, quality, and collections.
• Collections Support: Partner with credit/finance to ensure timely collections, flag risk, and help reduce DSO at territory level.
• Competitive Intelligence: Monitor competitor activity in the city/region, pricing moves, emerging client needs, and feedback to influence product or commercial adjustments.
• Local Brand Advocacy: Represent the company at local builder forums, trade events, site visits, and client meetings; build credibility for the brand.
• Mentorship / Team Support: Where applicable, coach or coordinate with local sales executives or associates to scale coverage without diluting quality.

Required Experience & Qualifications

• 5+ years of B2B sales experience in modular furniture, ready-made doors, interior fit-outs, architectural hardware, construction/building materials, or closely allied industries.
• Minimum of 2 years of direct experience operating in the specific city or having a demonstrable, active network there (builders, institutional procurement, commercial real estate).
• Proven track record of selling to builders, developers, commercial projects, institutions (e.g., schools, hospitals, offices).
• Bachelor's degree in Business, Commerce, Engineering, Architecture, or related field. MBA or relevant post-graduate qualification preferred.
• Experience managing sales for multi-project environments with long sales cycles and technical/product complexity.
• Familiarity with client procurement cycles typical to B2B construction/fit-out domains.

Skills & Competencies

• Consultative & complex B2B selling skills.
• Strong negotiation and closing capability, with focus on margin preservation.
• Excellent stakeholder management—builders, architects, institutional buyers, internal teams.
• CRM literacy (e.g., Salesforce, Zoho, HubSpot, or equivalent); discipline in pipeline hygiene.
• Commercial acumen: understanding pricing, margins, deal structuring, and credit risk.
• Technical understanding of product specifications, installation constraints, and customization implications.
• Effective proposal writing and presentation skills.
• Local language fluency plus professional English communication.
• High ownership, responsiveness, and ability to operate in a semi-autonomous field environment.

Key Performance Indicators (KPIs)

• Revenue / order booking vs. target (city/territory).
• Conversion rate (lead → proposal → closed).
• Pipeline coverage ratio (e.g., pipeline value as % of target).
• New account acquisition (builders / institutions).
• Customer retention / repeat orders.
• Average deal size and profitability.
• Forecast accuracy (variance between forecasted and actual bookings).
• Collection efficiency / reduction in DSO for assigned accounts.
• Proposal-to-win ratio.
• Local market share growth and share of voice with key clients.
• Customer satisfaction / Net Promoter Score (if tracked).

Reporting & Structure

• Reports to: Regional Sales Manager / Head of Sales.
• Works closely with: Estimation team (Estimator), Operations, Design, Logistics, Senior Accountant (credit/collections), and After-Sales/Service teams.

Travel & Field Requirements

• Extensive intra-city travel to meet clients, visit project sites, and support installations.
• Occasional travel to regional hub/head office for reviews, trainings, or large bid defense.
• May be expected to oversee expansion into nearby micro-territories or satellite towns.

Compensation & Incentive Structure (Template)

• Fixed base salary (competitive for the city-level market).
• Variable incentive tied to: revenue targets, new client wins, margin preservation, collection performance, and customer satisfaction.
• Sales commission tiers for overachievement.
• Reimbursements / allowances: travel, mobile, local entertainment / client meet expenses.
• Long-term incentives for sustained territory growth (could include retention bonus or recognition).

Career Progression

Assistant Sales Manager → Sales Manager → Regional Sales Head → National Sales / Channel Head

Preferred / Added Advantage

• Prior exposure to ERP-integrated sales processes (e.g., Epicor or similar systems).
• Existing relationships with architects, builder consortiums, institutional procurement heads.
• Experience in multi-city rollouts or supporting a regional franchise-type model.

Behavioral / Cultural Fit

• High integrity and transparency in deal-making.
• Hunger to build and scale, not just maintain.
• Entrepreneurial mindset balanced with process discipline.
• Comfortable in ambiguous or under-structured environments; can bring clarity.
• Collaborative but able to drive individual accountability.

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