Territory Sales Officer

FIELD SALES EXECUTIVE

About Business:

Adani Group: Adani Group is a diversified organisation in India comprising 10 publicly traded companies. It has created a world class logistics and utility infrastructure portfolio that has a pan-India presence. Adani Group is headquartered in Ahmedabad, in the state of Gujarat, India. Over the years, Adani Group has positioned itself to be the market leader in its logistics and energy businesses focusing on large scale infrastructure development in India with O & M practices benchmarked to global standards. With four IG rated businesses, it is the only Infrastructure Investment Grade issuer in India.

Cements: Adani Cements, part of the Adani Group, is a leading player in the Indian cement industry, committed to delivering high-quality products and innovative solutions. With a focus on sustainability and advanced manufacturing technologies, Adani Cements aims to revolutionize the construction sector and contribute to building a stronger, more resilient future.

Job Purpose:

The Territory Sales Officer is responsible for driving sales growth, market penetration, fostering strong customer relationships, executing targeted sales strategies, and expanding the dealer network for both traditional cement products and specialized S&P offerings within the assigned territory. The TSO will ensure a deep understanding of product benefits across different segments, effectively communicate with stakeholders, and maintain a focus on achieving sales targets.

Sales Facilitation, Execution, and Target Achievement:

• Execute sales strategies to achieve targets across both traditional and S&P product lines.
• Facilitate the sales process at the sub-dealer and customer levels, promoting the product line to stimulate higher sales.
• Maintain a robust sales pipeline, ensuring effective promotion and advocacy for both premium cement products and allied S&P offerings.

Customer Relationship Management and Market Development:

• Build and maintain strong relationships with a diverse customer base, including sub-dealers, stakeholders, and end-users.
• Identify new business opportunities and market trends, tailoring sales approaches to meet customer needs and expand market reach.

In-depth Product Knowledge and Promotion:

• Educate sub-dealers, customers, and their staff on the benefits and unique selling propositions of all products.
• Support the launch and promotion of new products, ensuring comprehensive market coverage and customer awareness.

Micro-Market Analysis and Competitive Intelligence:

• Conduct detailed analysis of micro-markets within the territory to identify expansion opportunities and competitive threats.
• Monitor competitors' actions and pricing strategies, providing insights to refine sales strategies and outperform the competition.

Operational Support and Coordination:

• Work closely with logistics and supply chain teams to optimize distribution and delivery systems.
• Relay field feedback to improve inventory planning and address real-time sales dynamics.

Network Expansion and Re-engagement:

• Execute initiatives to onboard new sub-dealers and reintegrate degrowing sub-dealers into the active network.
• Develop retention strategies based on insights gathered from degrowing sub-dealers and market analysis.

Reporting, Communication, and Transparency:

• Accurately record sales orders and communicate essential details to ensure seamless information flow.
• Foster a culture of openness, sharing information transparently with team members and stakeholders.
• Document and communicate decision-making processes to ensure clarity and departmental understanding.

Organizational Skills and Accountability:

• Prioritize tasks effectively, managing multiple projects with agility and implementing best practices in workflow management.
• Establish clear accountability mechanisms to track performance and decision-making within the sales team.

Key Stakeholders - Internal:

• Area Sales Manager
• Back Office - Trade
• Secondary Logistics Officer

Key Stakeholders - External:

• Sub- dealers

Educational Qualification:

• MBA from a premier institute with a focus on Sales or Marketing.

Work Experience (Range of years):

• 3 - 5 years of experience in sales and marketing activities

Industry Knowledge:

• Demonstrate in-depth understanding and proficiency in sales, specifically tailored to the Cement, Construction and Building Materials industries.