Territory Sales Manager

Role summary

The Territory Sales Manager (Multiple location) is responsible for building and growing the Crompton kitchen-appliances business across the assigned territory in Gujarat by developing distributor and dealer channels, enabling multi-brand and regional retail presence, driving sell-in and sell-out, deploying trade marketing and training, and ensuring strong operational execution and collections.

Key responsibilities

Channel management

• Identify, evaluate and appoint potential distributors, dealers and sub-dealers; expand the sub-dealer base.
• Onboard and enable channel partners for entry into the kitchen category (chimneys, hobs, built‑in ovens, etc.).
• Ensure marketing collaterals, displays and product placement are set up at retailers prior to launch.
• Maximize reach (numerical & weighted distribution) across GT, MOR, regional retail, multi‑brand and kitchen dealer channels.
• Monitor channel partner health and take corrective actions to improve dealer/distributor performance.

Sales & collections

• Plan and achieve monthly/quarterly/annual sales targets (product-wise and channel-wise).
• Drive visible availability of kitchen appliances through regular market visits and retailer engagement.
• Ensure sell‑in and sell‑out phasing and maintain a strong order pipeline (phasing guideline: 7th — 10%, 14th — 25%, 21st — 40%, ME — 100%).
• Execute ROD (route-to-market) plans and achieve collection targets; work on reducing ROD days.
• Improve premium-product contribution within the category.
• Engage with architects, builders and interior contractors for business development.

Trade marketing & activation

• Deploy sales activation plans, BTL activities, channel partner meets and brand positioning initiatives.
• Execute market activations and ensure reach as per plan.
• Train channel sales staff and shop promoters; ensure execution of training programs and toolkits.

Operations & reporting

• Coordinate with Commercial, C&F and warehousing teams to ensure stock availability, liquidation of slow-moving SKUs and adherence to stock level policies.
• Drive process improvements and adoption of field tools (dealer portal, leaderboards, training portal, etc.).
• Ensure retailer demands related to service SLAs and customer service are addressed.
• Prepare and submit daily/weekly/monthly MIS on targets, achievements and pipeline.
• Facilitate cross-functional coordination with service, finance, logistics and regional support teams.

Market intelligence

• Consolidate and share monthly/quarterly market feedback, competitive analysis and product opportunity insights.
• Provide input and analytics for forecasting and new product development.

Key performance indicators

• Channel-wise and overall sales achievement (%)
• Sales growth (%) within the territory
• % Active dealers / distributors
• ROD reduction & collection performance
• Market activation reach vs plan (%)
• Achievement of focus-product targets (%)
• Engagement score (off-role employees/shop promoters and retailers)

Stakeholders

Internal: Branch sales teams (RSMs), regional support teams (service, finance, logistics)

External: Channel partners (distributors, dealers, sub-dealers), channel financiers, multi‑brand retailers, architects/builders/interior contractors

Qualifications & experience

• Graduation required; MBA/PGDM or equivalent preferred.
• Total experience: 5–10 years (minimum), with 1–2 years relevant experience in Kitchen appliances (chimneys, hobs, built‑in ovens) or consumer / small appliances.

Desired competencies & attributes

• Strong execution orientation and result focus
• Excellent communication, negotiation and relationship-management skills
• People enablement and training capability (for off‑role employees/shop promoters)
• Personal leadership, problem solving and analytical skills
• Ability to innovate and drive process improvements

Working conditions & span

• Territory-based role with frequent market travel across Gujarat.
• Individual contributor; may manage off-role shop promoters through channel partners.