Job Title
Area Sales Manager - GVT Sales - Mumbai
Role Purpose
To drive profitable sales growth and market share within the assigned territory by effectively managing dealer, distributor, project, and influencer networks. The role is responsible for achieving sales targets, strengthening market penetration, expanding channel coverage, ensuring effective execution of sales strategies, and fostering long-term customer relationships. The incumbent will also guide and support team members (if applicable) to deliver business objectives.
Key Responsibilities
Sales & Business Development
Achieve assigned sales targets and business objectives for the designated product vertical, territory, or sales division.
Drive revenue growth through dealer, distributor, retail, project, and institutional sales channels.
Identify and develop new business opportunities to expand market presence and increase sales volume.
Ensure effective market coverage through structured town, gap-town, and sub-town mapping.
Develop and execute territory-specific sales plans to maximize market penetration and business growth.
Channel Management
Strengthen and expand the dealer and sub-dealer network in line with organizational growth objectives.
Evaluate channel partner performance and recommend appointment, retention, or discontinuation as per company policies.
Ensure optimum product availability, visibility, merchandising, and branding across channel partner outlets.
Monitor implementation and effectiveness of trade schemes, promotional activities, and channel engagement initiatives.
Market Intelligence & Strategy
Continuously monitor market trends, competitor activities, pricing movements, and customer preferences.
Provide actionable market intelligence and recommendations through periodic reports to support business decisions.
Analyze market opportunities and customer requirements to identify growth segments and improve market share.
Recommend strategic actions to counter competitive threats and capitalize on emerging opportunities.
Influencer & Project Management
Build and maintain strong relationships with architects, interior designers, contractors, builders, developers, consultants, and key decision-makers.
Conduct regular project and site visits to identify opportunities, track project progress, and generate business leads.
Drive specification sales and project conversion through influencer engagement and relationship management.
Operations & Compliance
Ensure timely submission of daily call reports, market updates, and sales activities through the CRM system.
Coordinate with logistics, dispatch, and supply chain teams to ensure timely and accurate order fulfillment.
Ensure adherence to company credit policies, pricing guidelines, and commercial terms.
Drive timely collection of outstanding payments and statutory documents as applicable.
Monitor and report any unauthorized discounts, pricing deviations, or policy violations.
Team Management (Where Applicable)
Monitor sales performance and productivity of reporting team members.
Provide coaching, mentoring, and field support to enhance team effectiveness and target achievement.
Support capability building, performance reviews, and succession planning initiatives.
Market Development & Brand Building
Actively participate in and support market development initiatives including dealer meets, architect meets, contractor engagement programs, exhibitions, seminars, mason meets, and promotional events.
Drive brand visibility, market activation, and customer engagement initiatives within the assigned territory.
Ensure effective utilization of marketing resources and promotional materials.
Role Specifications
Qualification
MBA in Marketing / Sales preferred.
Graduate in any discipline with relevant industry experience may also be considered.
Experience
4–9 years of relevant sales experience.
Preference for candidates from Building Materials, Tiles, Ceramics, Sanitaryware, Bath Fittings, Paints, Plywood, Laminates, Adhesives, Construction Chemicals, or allied industries.
Location
Mumbai
Reporting Relationship
Reporting to Regional Sales Manager / State Head / Business Head (as applicable).
Desired Candidate Profile
Proven track record of achieving and exceeding sales targets.
Strong experience in dealer and distributor network development.
Good understanding of project sales and influencer management.
Strong commercial acumen and market understanding.
Proficient in CRM systems and sales reporting tools.
Excellent stakeholder management and relationship-building capabilities.
Willingness to travel extensively within the assigned territory.
Key Competencies
Channel Sales Management
Dealer & Distributor Development
Territory Management
Project Sales & Specification Selling
Business Development
Sales Forecasting & Pipeline Management
Market Intelligence & Competitor Analysis
Credit Control & Receivables Management
Customer Relationship Management
Trade Marketing & Market Activation
Business Competencies
Strategic Thinking
Commercial Acumen
Business Planning & Execution
Market Development
Revenue Growth Orientation
Data-Driven Decision Making
Profitability Focus
Leadership Competencies
Team Leadership
Coaching & Mentoring
Performance Management
Stakeholder Management
Influencing & Collaboration
Decision Making
Behavioural Competencies
Achievement & Results Orientation
Customer Centricity
Negotiation & Persuasion Skills
Communication Effectiveness
Networking & Relationship Building
Analytical & Problem-Solving Ability
Adaptability & Resilience
Planning & Organizing Skills
Process Orientation
Learning Agility
Ethics & Integrity
Success Metrics
Achievement of monthly, quarterly, and annual sales targets.
Growth in revenue, market share, and product mix.
New dealer/distributor acquisition and network expansion.
Project pipeline generation and conversion rate.
Collection efficiency and reduction in overdue receivables.
Market coverage effectiveness and outlet productivity.
CRM compliance and reporting accuracy.
Influencer engagement and specification conversion.
Team productivity and performance improvement (where applicable).
Execution effectiveness of market development and branding initiatives.