Senior Territory Manager – Channel Sales
Role Purpose
Drive revenue growth and market expansion within the assigned territory by effectively managing channel partners, acquiring new business opportunities, and delivering superior customer engagement. The role focuses on achieving sales targets, strengthening the dealer network, and ensuring high service standards aligned with organizational objectives.
Key Responsibilities
Sales Strategy & Execution
· Execute territory sales plans aligned with regional and national business objectives to achieve assigned revenue and volume targets.
· Identify, prospect, and convert new business opportunities through structured lead generation and pipeline management.
· Conduct a defined number of customer meetings, site visits, and channel interactions to drive consistent sales growth.
Channel Management & Network Expansion
· Identify, evaluate, and onboard new dealers and sub-dealers through structured territory mapping and gap analysis.
· Strengthen relationships with existing channel partners to enhance productivity, loyalty, and long-term value.
· Monitor dealer performance, drive capability development, and address underperformance through corrective action plans.
Customer Engagement & Account Management
· Build and maintain relationships with key stakeholders including architects, contractors, builders, and institutional clients.
· Deliver tailored product solutions and value propositions to meet customer needs.
· Ensure high levels of customer satisfaction through proactive engagement and issue resolution.
Sales Operations & Commercial Effectiveness
· Prepare accurate product quotations, cost estimates, and commercial proposals.
· Lead negotiations to close deals within defined pricing and discounting guidelines.
· Ensure adherence to credit policies and drive timely collections to maintain healthy receivables.
Market Intelligence & Business Insights
· Track market trends, competitor activities, and pricing strategies to identify growth opportunities.
· Collect and analyze customer feedback on product performance, pricing, and promotional schemes.
· Provide actionable insights to leadership for continuous improvement and competitive positioning.
Promotions & Demand Generation
· Plan and execute local marketing initiatives, trade events, and promotional campaigns.
· Ensure effective implementation of company schemes and drive adoption at the channel level.
Sales Governance & Reporting
· Maintain accurate and timely updates in CRM systems including pipeline, customer database, and sales activities.
· Submit daily call reports, monthly forecasts, and sales performance reports.
· Plan and execute structured monthly territory travel plans.
Cross-Functional Coordination
· Collaborate with customer service, technical, and logistics teams to resolve customer concerns efficiently.
· Ensure timely availability of product samples and marketing collateral for channel partners.
Role Specifications
Qualification
MBA (Marketing) preferred OR Graduation with relevant industry experience
Experience
4–6 years of experience in channel and project sales, preferably within the Building Materials / Construction / Infrastructure industry
Desired Candidate Profile
· Proven track record of consistently achieving or exceeding sales targets in a B2B/channel sales environment.
· Strong understanding of channel ecosystems, dealer networks, and project sales cycles.
· Experience in managing large territories with a data-driven approach to sales planning.
· Proficiency in CRM tools, MS Excel, and sales analytics.
· Strong commercial acumen, negotiation skills, and customer-centric mindset.
· High ownership, resilience, and ability to work in a fast-paced, performance-driven environment.
Key Competencies
Technical Competencies
· CRM systems (Salesforce, SAP, or equivalent)
· Sales analytics and reporting tools
· Territory mapping and pipeline management
· Pricing and margin management
Functional Competencies
· Channel sales and dealer lifecycle management
· Key account management
· Market intelligence and competitive analysis
· Negotiation and contract closure
Business Competencies
· Revenue growth and profitability management
· Financial acumen (discounting, credit, collections)
· Strategic thinking and execution excellence
· Customer lifetime value optimization
Leadership Competencies
· Influencing without authority (channel partners & stakeholders)
· Decision-making and accountability
· Coaching and developing channel partners
· Change agility and execution under ambiguity
Behavioural Competencies
· Results orientation and ownership
· Strong interpersonal and communication skills
· Problem-solving and analytical thinking
· Integrity and ethical business conduct
· Adaptability and resilience
Success Metrics (KPIs)
· Achievement of monthly, quarterly, and annual sales targets
· Territory revenue growth and market share expansion
· Number and productivity of active dealers/sub-dealers
· Conversion rate from leads to closures
· Outstanding receivables and collection efficiency
· Customer satisfaction and retention levels
· CRM adoption and reporting accuracy
· Effectiveness of promotional campaigns and local initiatives