Drive sustainable sales growth and market share for Somany Bathware products across the assigned territory through effective channel management, dealer and distributor network development, market expansion, sales team leadership, and execution excellence. The role is responsible for delivering revenue, collections, market penetration, and channel partner engagement objectives while strengthening the brand's presence in the region.
· Achieve assigned sales, revenue, volume, and market share targets for the territory.
· Develop and execute territory sales plans aligned with regional and organizational growth objectives.
· Identify and capitalize on new business opportunities to expand market coverage and customer acquisition.
· Drive product mix optimization and increase penetration of key product categories within the assigned market.
· Strengthen and expand the dealer and distributor network through structured market mapping and channel development initiatives.
· Evaluate, appoint, onboard, and develop new channel partners to enhance market reach and business growth.
· Build long-term relationships with dealers, distributors, retailers, and channel partners to improve engagement and business performance.
· Ensure channel profitability, productivity, and adherence to company policies and commercial guidelines.
· Establish and maintain strong relationships with architects, builders, contractors, interior designers, plumbers, and other key influencers.
· Drive market development activities to enhance brand visibility, product awareness, and customer preference.
· Ensure effective execution of dealer meets, plumber meets, product demonstrations, exhibitions, and promotional campaigns.
· Enhance product availability, visibility, merchandising, and retail engagement across the territory.
· Lead, coach, mentor, and monitor the sales team to ensure achievement of sales and collection objectives.
· Conduct regular performance reviews, field accompaniment, and capability development initiatives.
· Foster a high-performance, customer-centric, and results-driven sales culture.
· Support talent development, succession planning, and employee engagement initiatives within the team.
· Monitor collections, receivables, and outstanding payments to ensure compliance with company credit policies.
· Collaborate with channel partners and internal stakeholders to minimize overdue accounts and improve cash flow.
· Ensure timely resolution of commercial, operational, and service-related issues impacting sales performance.
· Conduct regular market visits to identify emerging opportunities, customer needs, and competitive threats.
· Analyze market trends, competitor activities, pricing strategies, and customer feedback to generate actionable insights.
· Prepare and present periodic sales forecasts, pipeline reports, business reviews, and market intelligence updates.
· Leverage CRM and sales analytics tools for performance tracking and decision-making.
Experience
8–12 years of progressive experience in Channel Sales, Business Development, and Territory Management
Qualification
Graduate in any discipline; MBA/PGDM in Sales, Marketing, or Business Management preferred
Location
Pan India
Reporting To
Regional Sales Manager / Zonal Sales Manager
Travel Requirement
Extensive travel within assigned territory
· 8–12 years of proven experience in channel sales, territory management, and business development.
· Experience in Bathware, Sanitaryware, Tiles, Pipes, Paints, Building Materials, Consumer Durables, or related industries preferred.
· Strong expertise in dealer/distributor management, network expansion, and market development.
· Demonstrated success in achieving sales targets, driving revenue growth, and expanding market share.
· Experience in handling sales teams and managing multi-location or multi-market operations.
· Strong understanding of channel economics, trade marketing, retail activation, and sales planning.
· Exposure to project sales, institutional sales, or influencer engagement will be an added advantage.
· Proficiency in CRM systems, sales reporting tools, and Microsoft Office applications.
· Excellent communication, negotiation, stakeholder management, and presentation skills.
· Strong analytical, commercial, and problem-solving capabilities with a data-driven approach.
· Ability to work in a fast-paced and competitive business environment while managing multiple priorities.
· Channel Sales Management
· Dealer & Distributor Network Development
· Territory Management
· Trade Marketing & Retail Activation
· Sales Forecasting & Pipeline Management
· CRM Utilization & Sales Analytics
· Market Mapping & Coverage Planning
· Collection & Credit Management
· Product Portfolio Management
· Business Performance Reporting
· Business Development
· Sales Planning & Execution
· Key Account Management
· Market Penetration Strategy
· Influencer Management (Architects, Builders, Contractors, Plumbers)
· Demand Generation
· Customer Relationship Management
· Competitive Intelligence
· Revenue Growth Management
· Channel Partner Capability Development
· Commercial Acumen
· Profitability Management
· Market Share Growth
· Strategic Thinking
· Data-Driven Decision Making
· Financial Awareness
· Customer-Centricity
· Business Forecasting
· Team Leadership
· Coaching & Mentoring
· Performance Management
· Stakeholder Management
· Conflict Resolution
· Change Leadership
· Talent Development
· Cross-Functional Collaboration
· Results Orientation
· Ownership & Accountability
· Integrity & Professionalism
· Adaptability & Resilience
· Relationship Building
· Negotiation & Influencing Skills
· Problem Solving
· Communication Excellence
· Learning Agility
· Execution Focus
· Achievement of monthly, quarterly, and annual sales targets.
· Growth in territory revenue, volume, and market share.
· Expansion and productivity improvement of dealer/distributor network.
· New channel partner acquisition and activation rates.
· Collection efficiency and reduction in overdue receivables.
· Product visibility and retail coverage across assigned markets.
· Team productivity and sales force effectiveness.
· Customer, dealer, and influencer engagement levels.
· Accuracy of sales forecasting and reporting.
· Execution effectiveness of promotional and market development initiatives.
Join a market-leading organization where you will have the opportunity to drive business growth, influence market expansion strategies, build strong channel partnerships, and lead high-performing teams while contributing to the continued success of a trusted and respected brand in the building materials industry.