Senior Area Sales Manager – Channel Sales
Role Purpose
Drive sustainable revenue growth and market penetration by achieving area-specific sales targets through effective dealer network management, project acquisition, and channel development. Provide leadership and guidance to team members to ensure consistent performance and customer satisfaction.
Key Responsibilities
Sales Target Achievement: Deliver area-specific sales targets across product verticals and divisions through dealer networks and projects.
Market Coverage: Expand network reach via structured town and sub-town mapping to maximize coverage.
Competitor Intelligence: Gather and report competitor activities, buying trends, and market insights weekly; recommend counter-strategies to strengthen positioning.
Market Segmentation: Analyze customer response and requirements to evolve penetration strategies for target achievement.
Dealer Engagement: Ensure dealers/sub-dealers display products and P.O.Ps as per company guidelines; recommend dealer/sub-dealer removal when necessary.
Architect & Contractor Connect: Conduct site visits and establish strong relationships with architects and contractors to drive project sales.
CRM Reporting: Submit daily call reports and market activities on CRM portals to ensure transparency and accountability.
Logistics Coordination: Collaborate with dispatch teams to ensure accurate and timely deliveries.
Credit & Collections: Implement credit policies, monitor dealer creditworthiness, and ensure timely collection of outstanding payments and statutory forms.
Team Leadership: Monitor performance of reportees, provide guidance, and drive achievement of individual and team targets.
Brand Visibility: Decide in-shop branding and promotional schemes to enhance visibility and customer engagement.
Market Development: Actively participate in promotional events, dealer meets, seminars, mason meets, and architect connect programs to strengthen channel presence.
Role Specifications
Qualification
MBA in Marketing or Graduation with relevant industry experience
Experience
5–9 years of proven sales experience, preferably in the Building Materials industry
Desired Candidate Profile
Strong background in channel sales, dealer management, and project acquisition.
Experience in market mapping, competitor analysis, and CRM reporting.
Excellent negotiation, communication, and relationship-building skills.
Ability to lead teams, drive performance, and manage credit policies effectively.
Willingness to travel extensively within the assigned territory.
Key Competencies
Technical Competencies
CRM Tools: Proficiency in CRM platforms for reporting and pipeline management.
Data Analysis: Ability to interpret sales data and market trends for actionable insights.
Functional Competencies
Channel Development: Expertise in dealer network expansion and project sales.
Sales Administration: Strong skills in credit policy implementation, collections, and compliance.
Business Competencies
Strategic Thinking: Ability to design and execute market penetration strategies.
Customer Centricity: Focus on building long-term customer and dealer relationships.
Leadership Competencies
Team Leadership: Guiding and motivating team members to achieve collective goals.
Decision-Making: Quick, informed decisions on dealer credit limits, branding, and promotions.
Behavioural Competencies
Adaptability: Flexibility to manage diverse markets and dynamic challenges.
Negotiation & Communication: Persuasive communication and effective negotiation with stakeholders.
Ethics & Integrity: Upholding company values and compliance standards.
Analytical Thinking: Problem-solving with a structured and data-driven approach.
Success Metrics
Achievement of area-specific sales targets.
Increased dealer coverage and engagement scores.
Timely collections and adherence to credit policies.
Growth in brand visibility and market share.
Positive ROI from promotional events and channel development activities.
Improved team performance and retention.