Role Purpose
Drive sales growth, market penetration, and channel development for the Bathware business within the assigned territory through effective dealer and distributor management, strong market execution, customer engagement, and business development initiatives.
Sales & Business Development
• Achieve assigned sales, revenue, volume, market share, and collection targets.
• Develop and execute territory-specific sales plans.
• Identify new business opportunities and growth potential.
Channel Development & Dealer Management
• Develop and strengthen dealer, distributor, retailer, and channel partner networks.
• Improve market coverage and channel productivity.
Customer & Influencer Management
• Build relationships with dealers, distributors, architects, builders, contractors, plumbers, retailers, and influencers.
• Conduct regular customer visits and improve satisfaction.
Market Development & Brand Promotion
• Execute branding initiatives, dealer meets, plumber meets, and market activation programs.
• Support product launches and promotional initiatives.
Collection & Commercial Management
• Ensure timely collections and compliance with commercial policies.
• Monitor receivables and profitability.
Market Intelligence & Competitive Analysis
• Monitor competitor activities, pricing trends, and market developments.
• Share market insights and recommendations.
Sales Operations & Reporting
• Maintain CRM updates, sales MIS, forecasts, and business reports.
• Coordinate with cross-functional teams for business execution.
Team Support & Capability Building
• Guide junior sales team members and participate in training initiatives.
Qualification: Graduate in any discipline; MBA / PGDM in Marketing, Sales, Business Management preferred.
Experience: 4–8 years of experience in Channel Sales, Territory Sales, Business Development, or Distribution Management.
Industry Preference: Bathware, Sanitaryware, Tiles, Building Materials, Pipes, Paints, Electricals, Consumer Durables, Home Improvement Products, or allied industries.
Reporting To: Area Sales Manager / Senior Area Sales Manager.
Travel Requirement: Extensive travel within assigned territory.
Technology Exposure: CRM Systems, ERP Platforms, Microsoft Office Suite, Sales Analytics & Reporting Tools.
• Proven track record of achieving sales targets and driving territory growth.
• Strong experience in dealer and distributor management.
• Good understanding of territory planning and channel development.
• Strong communication, negotiation, and relationship management skills.
• Proficiency in CRM systems and sales reporting tools.
• Strong local market knowledge and willingness to travel extensively.
Technical Competencies: Channel Sales Management, Dealer & Distributor Development, Territory Management, CRM & Reporting, Collection Management.
Functional Competencies: Business Development, Market Expansion, Customer Relationship Management, Lead Generation, Brand Activation.
Business Competencies: Revenue Growth Orientation, Commercial Acumen, Customer Centricity, Business Planning.
Leadership Competencies: Ownership & Accountability, Initiative, Team Collaboration, Decision Making.
Behavioural Competencies: Results Orientation, Communication, Relationship Building, Negotiation, Adaptability, Integrity.
• Achievement of Sales Revenue, Volume, and Collection Targets
• Territory Market Share Growth
• Dealer & Distributor Network Expansion
• New Business Opportunities Generated and Converted
• Channel Productivity Improvement
• Collection Efficiency and Outstanding Control
• Customer Satisfaction and Retention Levels
• CRM Compliance and Reporting Accuracy
• Forecast Accuracy and Business Planning Effectiveness
• Contribution to Regional Business Growth