Territory Sales Manager

(B2B)(LIGHTING & LUMINAIRES).

Job Description

Note: B2B Lighting sales experience must

Supply of all ranges of Lighting & Luminaires for the below listed Segments.

• Residential - Living spaces designed for private occupation, including houses, apartments, and condominiums.
• Commercial - Spaces intended for business activities, such as offices, retail stores, and restaurants. Examples: Office buildings, shopping malls, and restaurants.
• Software Parks - Specialized areas dedicated to housing technology companies, promoting innovation and collaboration.
• Educational - Facilities designed for learning, including schools, universities, and training centers. Examples: Universities, high schools, and vocational training institutes.
• Warehouses - Storage facilities for goods and materials, supporting distribution and logistics. Examples: Distribution centers, logistics warehouses, and manufacturing storage facilities.

JOB RESPONSIBILITY

a. Primary Responsibility

Sales planning and management

• Achievement of secondary sales revenue in the assigned cluster
• Ensure complete market mapping, customer database in the assigned territory as per target
• Ensure customer centricity and control over demand generation through adequate and direct end-customer coverage
• Ensure adequate coverage of accounts across the market in the assigned territory as per the targets
• Channel and account management
• Owns the Go-To-Market strategy developed by the organization and ensure 100% implementation
• Improve brand presence in the assigned vertical
• Responsible for new account development and / or increasing share of wallet in existing accounts
• Appointment of channel partners in markets without direct presence and whitespaces
• Ensure healthy ROI and minimum earnings for the channel partners
• Consistent monthly billing of all channel partners and timely collection of all outstanding sales

b. Secondary Responsibility

Stakeholder management

• Negotiate orders and seek support from the management for important pricing matters
• Coordinate with various functions in the company to ensure customer requests are handled up appropriately
• Ensure compliance on key input and output metrics (e.g., market working norms, primary and secondary metrics)
• Conduct promotional activities like dealer get together, contractors get together, factory visits if required

ACCOUNTIBILITY & AUTHORITY

• Secondary sales achievement / growth vs. target
• Market expansion vs. target (both distribution and account expansion)
• Coverage and productivity (visits per day, #customers per month)
• End-customer landscape (% accounts with sales >1Cr. / % accounts covered)
• # New customer accounts added per month
• Distribution health (growth in average DB size, Attrition)

COMPETENCIES - SKILLS AND KNOWLEDGE

a. Educational Qualifications and Experience

• BE / B. Tech or Diploma in Electrical / Graduate

b. Functional Skills

• Customer relationship
• Communication and collaborative Skills
• Distributor Management
• Financial acumen & Analytical Skills
• Understanding of trade/channel sales and distribution
• Sales Operations
• Negotiation skills
• Technology adoption (CRM and SFDC)
• Presentation skills