Role Purpose
Drive sales growth, market penetration, and brand visibility for Bathware products within the assigned territory through effective channel management, dealer network expansion, market development initiatives, and stakeholder engagement. The role is responsible for achieving sales targets, strengthening channel partnerships, ensuring customer satisfaction, and contributing to sustainable business growth.
Key Responsibilities
Sales & Revenue Generation
• Achieve and exceed assigned sales, revenue, and volume targets for the designated territory.
• Drive business growth through effective management of dealers, distributors, and channel partners.
• Develop and execute territory sales plans aligned with organizational objectives and market opportunities.
• Identify and capitalize on new business opportunities to increase market share and revenue generation.
Channel Development & Dealer Management
• Appoint, onboard, and develop new dealers/distributors to expand market coverage and strengthen channel presence.
• Build and maintain strong relationships with dealers, distributors, retailers, and key channel partners.
• Conduct periodic business reviews with channel partners to drive performance improvement and sales growth.
• Ensure channel partners are adequately trained on products, schemes, and company policies.
Market Development & Business Expansion
• Conduct comprehensive market mapping, territory analysis, and customer segmentation exercises.
• Identify high-potential markets, towns, projects, and growth opportunities within the territory.
• Generate and convert leads through field visits, networking, and relationship-building activities.
• Drive market activation programs to enhance product visibility and brand awareness.
Influencer & Stakeholder Management
• Develop strong relationships with plumbers, contractors, architects, builders, interior designers, and other key influencers.
• Promote product adoption through influencer engagement programs and technical discussions.
• Organize and participate in dealer meets, influencer meets, product demonstrations, and promotional campaigns.
Brand Visibility & Trade Marketing
• Ensure effective execution of merchandising, branding, point-of-sale materials, and promotional activities.
• Monitor and improve product visibility across channel outlets and key market locations.
• Support implementation of trade marketing initiatives and regional promotional programs.
Market Intelligence & Competitive Analysis
• Track competitor activities, pricing strategies, product launches, market trends, and promotional schemes.
• Provide actionable market insights and competitive intelligence to management.
• Recommend corrective actions and growth strategies based on market feedback and customer insights.
Collections & Commercial Compliance
• Ensure timely collection of payments and adherence to credit control policies.
• Monitor outstanding receivables and take proactive actions to maintain healthy collection performance.
• Support dispute resolution and coordinate with internal stakeholders for commercial issue closure.
Customer Service & Cross-Functional Coordination
• Collaborate with logistics, supply chain, customer service, marketing, and technical teams to ensure seamless order fulfillment.
• Address customer concerns and channel partner issues promptly to maintain high service standards.
• Ensure effective communication between customers, channel partners, and internal teams.
Reporting & Sales Governance
• Maintain accurate records of sales activities, customer interactions, market visits, and business opportunities through CRM systems.
• Prepare and submit daily call reports, monthly sales reports, market intelligence reports, and tour plans.
• Track territory performance metrics and recommend improvement actions.
Role Specifications
Education: Graduate in any discipline; MBA/PGDM in Sales, Marketing, or Business Management preferred
Experience: 2–4 years of experience in Channel Sales, Territory Sales, or Business Development
Industry Preference: Bathware, Sanitaryware, Tiles, Building Materials, CP Fittings, Pipes, Paints, Consumer Durables, Electricals, Home Improvement Products
Location: Pan India
Travel Requirement: Extensive travel within assigned territory
Desired Candidate Profile
• Proven track record of achieving sales targets in a channel sales environment.
• Strong experience in dealer/distributor management and territory handling.
• Good understanding of retail and distribution sales ecosystems.
• Ability to identify market opportunities and drive business expansion initiatives.
• Strong negotiation, influencing, and stakeholder management skills.
• Experience in managing relationships with architects, contractors, builders, plumbers, and trade influencers is preferred.
• Proficient in CRM tools, sales reporting, and data-driven decision-making.
• Strong commercial acumen with understanding of pricing, margins, collections, and channel profitability.
• Self-driven, result-oriented professional with a proactive approach to problem-solving.
• Strong local market knowledge and established channel network will be an added advantage.
• Demonstrated career stability and consistent performance achievements.