Territory Manager

Job Description-

Territory Manager

Channel Sales

Territory Manager Channel

Sales

Job Title

Function

Reporting to

Location

Business

City Head

Background

About Birla Pivot

A global conglomerate, the Aditya Birla Group

is in the League of Fortune 500. Anchored by

an extraordinary force of over 140,000

employees belonging to 100 nationalities, the

Group is built on a strong foundation of

stakeholder value creation. With over seven

decades of responsible business practices, our

Birla Pivot is a unique venture which operates

like a start-up with all the benefits of being a

part of a large conglomerate and draws from

the equity of the Aditya Birla brand. The

platform has already witnessed rapid growth

and has hit a remarkable milestone of

surpassing Rs.1000 cr in revenue in its first

full year of operations. This places Birla Pivot

as one of the fastest growing entities to

achieve this milestone in the B2B ecommerce

space.

businesses

have

grown

into

global

powerhouses in a wide range of sectors

metals, pulp and fibre, chemicals, textiles,

carbon black, telecom, cement, financial

services, fashion retail and renewable energy.

Today, over 50% of Group revenues flow from

overseas operations that span 36 countries in

North and South America, Africa, Asia, and

Europe.

Birla Pivot offers a wide range of products,

now encompassing more than 35 product

categories and over 18,000 SKUs sourced

from 150+ Indian and international brands.

These

categories

include

essential

ABGs flagship manufacturing conglomerate,

Grasim has announced its foray into B2B e-

commerce with Birla Pivot last year to

capitalize on the large and growing opportunity

in the construction procurement industry (INR 7

lakh crore procurement market in India, with

only 1% digital penetration). The company has

committed to investing $250 Million (INR 2000

crores) over the course of 5 years for building

the business. The platform will enable

contractors and retailers (SMEs) get access to

a variety of quality construction material,

access to credit, reliable delivery and tracking.

For the suppliers (OEMs and distributors) the

platform will enable a pan-India digital channel

which would help them build a wider network

and opportunities to expand their sales.

construction materials like cement, steel,

plywood, sanitaryware, tiles, among others.

Additionally, in response to the increasing

demand for superior yet cost-effective

products, the company has introduced its

private label for Plywood and Tiles.

Birla Pivot's customer base spans top-tier

EPC companies, civil contractors, real estate

developers, OEMs, fabricators, dealers, and

retailers. With successful deliveries to over

200 cities across 25 states, the company has

established a robust network of suppliers and

logistics providers, facilitating seamless

operations, and ensuring a pan-India reach.

The

Management

company's

intelligent

(TMS)

Transport

digitizes

System

processes, providing real-time updates on

orders and enhancing operational efficiency

across the supply chain.

Birla Pivots vision is to become the most

trusted B2B ecommerce platform in the

country by leveraging technology to create

smart and efficient solutions for procurement,

financing and all relevant services across the

value chain for buyers and sellers.

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Job Purpose

The Territory Manager serves as a vital partner, fostering strong and profitable client

relationships within the city/cluster. They achieve this through a comprehensive strategy

encompassing building long-term client relationships, managing accounts, working on

market opportunities and new initiatives, partnering on credit and collections management

to mitigate risk, and delivering data-driven reports and analysis to achieve the target sales

numbers.

Key Accountabilities & Support Actions

Proactively generate sales leads through various

channels by conducting extensive market research.

Lead Generation and Client

Relationship Building

Develop and nurture strong relationships with existing

and potential clients through regular client visits and

effective communication.

¢ Achieve ambitious sales targets set by the City Head.

¢ Ensure timely collections of all outstanding receivables

by following established procedures.

¢ Assist clients with placing orders digitally by setting up

meetings, assessing their needs, and navigating the

online platform.

Collections and Order Management

¢ Support the City Head in executing strategies to

onboard new retailers within the city/cluster.

¢ Maintain a deep understanding of the company's

product portfolio to effectively recommend solutions to

clients.

Market Development and Product

Knowledge

¢ Actively contribute to the execution of new retail

initiatives launched.

¢ Managing the product portfolio by analysing sales

data, identifying trends, recommending new product

additions, and overseeing the launch of new retail

initiatives within budget and approval processes.

Product portfolio

¢ Work collaboratively with the City Head to track credit

utilization and requirements for assigned clients.

¢ Identify suitable dealers for participation in the

company's financial credit program.

Credit Management

¢ Resolve service and quality issues promptly and

efficiently to ensure high customer satisfaction.

¢ Maintain open communication with clients to address

their concerns and build long-term relationships.

Customer Satisfaction

Qualifications & Skills

¢ BBA with 3+ years of experience in Channel sales, preferably in the Construction sector.

¢ Result oriented with a focus on exceptional customer service and achieving targets

¢ Strong influencing and communication skills.

¢ Excellent communication, negotiation, and interpersonal skills.

¢ Digital literacy and ability to understand digital tools and processes.

¢ Knowledge of local market dynamics, regulations, and industry trends.

Grasim Industries Limited | Unit: B2B Ecommerce Business

8th Floor, Umiya Business Bay 2, Cessna Business Park, Marathahalli,

Sarjapur Outer Ring Road, Bengaluru 560037, Karnataka, India.

CIN: L17124MP1947PL000410 | Regd. Office: Birlagram, Nagda M.P)