Territory sales manager

4 weeks ago


Bengaluru, India Polycab India Limited Full time
About the Company
Polycab India Limited stands as a prominent player in the realm of Fast Moving Electrical Goods (FMEG), solidifying its position as India's largest manufacturer of Wires and Cables, while also exerting a formidable global presence.
As a frontrunner in the industry, we dominate various product categories such as Fans, Switches, Water Heaters, Switchgears, Luminaires tailored for residential, commercial, and industrial applications, Solar Panels, Conduits and Accessories, and cutting-edge Home Automation solutions.
Should Have Electrical Sales Experience in B2 B
Responsibilities -
Sales planning and management
Achievement of secondary sales revenue in the assigned cluster
Ensure complete market mapping, customer database in the assigned territory as per target
Ensure customer centricity and control over demand generation through adequate and direct end-customer coverage
Ensure adequate coverage of accounts across the market in the assigned territory as per the targets
Channel and account management
Owns the Go-To-Market strategy developed by the organization and ensure 100% implementation
Improve brand presence in the assigned vertical
Responsible for new account development and / or increasing share of wallet in existing accounts
Appointment of channel partners in markets without direct presence and whitespaces
Ensure healthy ROI and minimum earnings for the channel partners
Consistent monthly billing of all channel partners and timely collection of all outstanding sales
Stakeholder management
Negotiate orders and seek support from the management for important pricing matters
Coordinate with various functions in the company to ensure customer requests are handled up appropriately
Ensure compliance on key input and output metrics (e.g., market working norms, primary and secondary metrics)
Conduct promotional activities like dealer get together, contractors get together, factory visits if required
Secondary sales achievement / growth vs. target
Market expansion vs. target (both distribution and account expansion)
Coverage and productivity (visits per day, #customers per month)
End-customer landscape (% accounts with sales 1 Cr. / % accounts covered)
New customer accounts added per month
Distribution health (growth in average DB size, Attrition)
Qualifications - BE / B. Tech or Diploma in Electrical / Graduate
Required Skills -
Customer relationship
Communication and collaborative Skills
Distributor Management
Financial acumen & Analytical Skills
Understanding of trade/channel sales and distribution
Sales Operations
Negotiation skills
Technology adoption (CRM and SFDC)
Presentation skills

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