Territory Sales Manager

1.
JOB RESPONSIBILITY
a. Primary Responsibility (Critical to the function – Must be done)
Sales planning and management
1. Achievement of secondary sales revenue in the assigned cluster
2. Ensure complete market mapping, customer database in the assigned territory as per target
3. Ensure customer centricity and control over demand generation through adequate and direct end-customer coverage
4. Ensure adequate coverage of accounts across the market in the assigned territory as per the targets
Channel and account management
1. Owns the Go-To-Market strategy developed by the organization and ensure 100% implementation
2. Improve brand presence in the assigned vertical
3. Responsible for new account development and / or increasing share of wallet in existing accounts
4. Appointment of channel partners in markets without direct presence and whitespaces
5. Ensure healthy ROI and minimum earnings for the channel partners
6. Consistent monthly billing of all channel partners and timely collection of all outstanding sales
b. Secondary Responsibility(Other areas of responsibilities like follow ups, being backup for team members, other
activities
Stakeholder management
1. Negotiate orders and seek support from the management for important pricing matters
2. Coordinate with various functions in the company to ensure customer requests are handled up appropriately
3. Ensure compliance on key input and output metrics (e.g., market working norms, primary and secondary metrics)
4. Conduct promotional activities like dealer get together, contractors get together, factory visits if required
2.
ACCOUNTIBILITY & AUTHORITY
1. Secondary sales achievement / growth vs. target
2. Market expansion vs. target (both distribution and account expansion)
3. Coverage and productivity (visits per day, #customers per month)
4. End-customer landscape (% accounts with sales >1Cr. / % accounts covered)
5. # New customer accounts added per month
6. Distribution health (growth in average DB size, Attrition)
3.
COMPETENCIES - SKILLS AND KNOWLEDGE
(State the minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of
this job and not the incumbent).
a. Educational Qualifications and Experience
BE / B. Tech or Diploma in Electrical / Graduate
b. Functional Skills
1. Customer relationship
2. Communication and collaborative Skills
3. Distributor Management
4. Financial acumen & Analytical Skills
5. Understanding of trade/channel sales and distribution
6. Sales Operations
7. Negotiation skills
8. Technology adoption (CRM and SFDC)
1

Please share resume over mail- kavita.1@polycab.com