Territory Sales Manager

2 days ago

Mumbai, Maharashtra, India Carborundum Universal Limited Full time ₹ 4,00,000 - ₹ 8,00,000 per year

Role & responsibilities

1. Sales & Distribution Execution

  • Achieve monthly and quarterly sales targets across key product categories.
  • Ensure product availability across defined retail counters in the territory.
  • Expand retail coverage by identifying, appointing, and managing retail distributors and sub-stockists.

2. Retail Channel Development

  • Identify and service the right mix of retail counters to maximize product presence.
  • Regularly visit retail outlets to monitor product placement, visibility, and performance.
  • Implement retail engagement programs including in-shop branding, promotional offers, and loyalty programs.

3. Market Coverage & Beat Planning

  • Plan and execute structured market visits, ensuring optimal callage and productive retailer interactions.
  • Manage route-to-market (RTM) efficiency and continuously optimize beat plans for sales reps.

4. Product & Program Communication

  • Effectively communicate product USPs, schemes, and offers to retailers and influencers.
  • Train and support field sales teams and distributor sales staff on pitch delivery and objection handling.

5. Market Intelligence & Pricing

  • Monitor and report competitor pricing, product positioning, and channel practices.
  • Track market operating prices and notify the Area Sales Manager of discrepancies or issues.

6. Performance Monitoring & Reporting

  • Ensure timely and accurate sales reporting, daily call reports, and outlet coverage updates.
  • Monitor key sales KPIs including lines sold, outlet productivity, and secondary billing targets.

7. Program Execution & Market Activation

  • Support execution of product launches, market activations, and promotional drives in collaboration with the activation team.
  • Track effectiveness of schemes, sampling programs, and promotional investments.

8. Relationship Management

  • Build and maintain strong working relationships with channel partners and their teams.
  • Work collaboratively with distributor salesmen, ensuring clarity on targets, roles, and expectations.

9. Team Development & Collaboration

  • Support onboarding and capability development of new sales team members and DSRs (Distributor Sales Representatives).
  • Foster a culture of performance, transparency, and responsiveness in line with CUMIs values.

Preferred candidate profile

Education: Graduate (preferably in Commerce/Engineering); MBA is an added advantage.

Experience: 5- 7 years in frontline B2C channel sales, preferably in industrial or building materials (e.g., abrasives, paints, adhesives, hardware, tools).

Skills: Strong execution discipline, retail understanding, communication skills, and market insight orientation.

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