Job Title
Territory Manager / Senior Territory Manager – Tile Adhesives (Channel Sales)
Role Purpose
To drive sales growth and market expansion for the Tile Adhesives business across the assigned territory through effective channel management, dealer development, secondary sales execution, and strong market coverage. The role is responsible for achieving business targets, strengthening the distribution network, increasing brand visibility, and building strong relationships with dealers, retailers, contractors, and influencers.
Key Responsibilities
Manage and strengthen relationships with existing distributors, dealers, and channel partners.
Identify and appoint new dealers/distributors in potential markets to expand business reach.
Ensure product availability, stock movement, and optimum inventory levels across the assigned territory.
Achieve monthly, quarterly, and annual sales targets for the assigned territory.
Drive secondary sales growth through regular retailer engagement and market coverage activities.
Generate orders, coordinate billing activities, and ensure timely execution through channel partners.
Conduct regular retailer visits to increase product visibility and market penetration.
Build strong relationships with contractors, applicators, masons, retailers, and other key influencers.
Visit construction sites regularly to identify business opportunities and support ongoing projects.
Conduct product demonstrations, trials, and awareness activities to promote product adoption.
Monitor competitor activities, pricing, schemes, and market trends, and share insights with the reporting manager.
Follow up on outstanding payments and ensure timely collections from channel partners.
Maintain accurate sales records and submit daily visit reports, sales updates, and market feedback.
Ensure compliance with company policies, reporting standards, and business processes.
Role Specifications
Role Type: Full-time | Field Sales Role
Industry Preference: Building Materials / Construction Chemicals / Tile Adhesives / Tiles / Cement / Waterproofing
Reporting To: Area Sales Manager / Regional Sales Manager
Travel Requirement: Extensive local travel within the assigned territory
Desired Candidate Profile
2–5 years of sales experience in Tile Adhesives, Construction Chemicals, Tiles, Cement, Waterproofing, or Building Materials industry.
Strong experience in dealer/distributor handling and channel sales operations.
Good understanding of secondary sales, retailer management, and territory development.
Proven ability to achieve sales targets and manage field sales activities independently.
Strong communication, negotiation, and relationship management skills.
Ability to build and maintain strong relationships with dealers, retailers, contractors, and influencers.
Self-driven, result-oriented, and comfortable working in a high field-travel role.
Basic proficiency in MS Excel, reporting tools, and mobile-based sales applications is preferred.
Key Competencies
Technical Competencies
Channel Sales Management
Secondary Sales Execution
Dealer & Distributor Development
Territory Management
Product Demonstration & Site Support
Sales Reporting & MIS
Market Intelligence & Competitor Analysis
Functional Competencies
Retail & Trade Network Expansion
Order Generation & Billing Coordination
Collections & Receivables Management
Influencer Management (Contractors, Applicators & Masons)
Demand Generation Activities
Market Coverage Planning
Business Competencies
Revenue Growth Orientation
Customer Relationship Management
Commercial Acumen
Market Development Strategy
Business Planning & Forecasting
Behavioural Competencies
Result Orientation
Ownership & Accountability
Strong Interpersonal Skills
Negotiation & Influencing Skills
Problem Solving Ability
Adaptability & Learning Agility
High Energy & Execution Focus
Success Metrics
Achievement of monthly, quarterly, and annual sales targets
Growth in secondary sales and market coverage
Expansion of dealer/distributor network in assigned territory
Improvement in product availability and market visibility
Timely collections and healthy receivables management
Increased engagement with retailers, contractors, and influencers
Accuracy and timeliness of reporting and sales updates
Market share growth within the assigned territory