Territory Head

2 weeks ago

Delhi NCR, India Eureka Forbes Full time ₹ 15,00,000 - ₹ 25,00,000 per year

Role & responsibilities

1. Revenue Generation & Business Growth

  • Drive revenue and profitability targets in the assigned territory through institutional, Industrial, Corporate Sales and Channel Partners Development.
  • Identify, develop, and convert new institutional clients (corporates, hospitals, hotels, educational institutions, government departments, Large scales manufacturing units, Banking & Financial Institution, Infrastructure Development Corporate & Government Organizations, etc.)
  • Ensure upselling/cross-selling to existing accounts.

2. Sales Strategy & Execution

  • Develop and execute territory-level B2B sales plans aligned with regional and national strategies.
  • Conduct regular market and competition analysis to identify trends, risks, and opportunities and have sound understanding of different districts of western up market.
  • Ensure pipeline development through leads, cold calls, and networking.

3. Client Relationship Management

  • Build strong relationships with key decision-makers and influencers in institutions.
  • Ensure timely resolution of customer issues and delivery of committed SLAs.
  • Conduct client satisfaction surveys and take corrective actions based on feedback.
  • Ensure repeat business min 55 to 60% of existing account and add 45 to 50% of New Account

4. Team Leadership & Performance Management

  • Drive daily field discipline, reporting, and performance metrics.
  • Ensure team is adequately trained on products, objection handling, and negotiation.
  • Product & sales training to channel partners with respect to available opportunity.

5. Operational Excellence

  • Ensure timely billing, collections, and documentation in line with company policies.
  • Coordinate with logistics, service, and installation teams for seamless execution.
  • Maintain accurate data in CRM systems and generate MIS reports as needed.

Key Performance Indicators (KPIs):

  • Monthly/Quarterly Revenue Achievement
  • New Account Acquisition
  • New Market Addition
  • Retention Rate of Institutional Clients
  • Key Account Development & Multiplication
  • Collection Efficiency
  • Distributors Budget Achievement

Preferred candidate profile

Qualifications & Skills:

  • Education: Graduate in any discipline; MBA in Sales/Marketing preferred
  • Experience: 4-8 years of B2B institutional sales experience, preferably in FMCD, water/air purification, office automation, or similar industries
  • Strong understanding of B2B procurement processes, tenders, and institutional buying behaviour.
  • Excellent communication, presentation, and negotiation skills
  • Result-oriented with strong leadership and team management capabilities
  • Proficient in MS Office, CRM, and digital sales tools

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