About the Role / Job Purpose

This role exists to achieve pre-set sales and revenue targets in coordination with dealers and to develop product and brand image among retail customers in the assigned area.

Key Responsibilities

1. Business Development & Sales

• - Plan and oversee execution of zonal sales efforts to meet organizational revenue and growth targets.
• - Identify potential growth areas and provide inputs to the Zonal Sales Manager.
• - Formulate development roadmaps and strategic initiatives for the assigned area.
• - Track market trends, customer preferences, competitive actions, and new product introductions.
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2. Business Planning

• - Support formulation of zonal sales and business plans aligned with regional strategies.
• - Provide area-level inputs for annual business planning.
• - Align strategic focus with the area KAM team.
• - Develop area-level sales forecasts and budgets and cascade targets to dealers.
• - Monitor target and budget achievement monthly; review dealer-wise performance monthly and quarterly.
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3. Market Expansion

• - Strengthen the dealer network by onboarding new dealers in line with store expansion strategies.
• - Identify new catchment areas with potential for new outlets.
• - Identify, shortlist, screen, and finalize dealer prospects.
• - Drive ACT approvals, layout/design execution, branding, and store openings.
• - Lead showroom opening activities including show & tell events, plumber visits, and joint calls to specifiers.
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4. Relationship Management

• - Build and maintain strong relationships with dealers and influencers; ensure timely issue resolution.
• - Conduct monthly meetings with dealers and architects to understand needs and drive future growth.
• - Conduct weekly meetings with architects, interior designers, and plumbers.
• - Communicate new product launches to dealers and architects.
• - Provide inputs for trade schemes; execute and monitor dealer performance during scheme periods.
• - Ensure high-quality servicing across the area—needs recognition, timely delivery, and complaint redressal.
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5. Efficient & Effective Dealer Operations

• - Monitor, guide, and support dealers to achieve targets.
• - Conduct weekly showroom visits to ensure adherence to display, design, and branding standards.
• - Audit dealer stock weekly; ensure minimum stock levels and liquidation of slow-moving/discontinued SKUs.
• - Identify and conduct training for showroom staff on product knowledge and features.
• - Escalate dealer issues/risks and work with sales teams to mitigate them.
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6. Market Penetration

• - Generate new leads and interact with end customers to build secondary sales.
• - Leverage influencers (architects, interior designers) to identify potential customers and ensure follow-ups.
• - Follow up on major leads generated by dealers.
• - Understand major customer requirements and map relevant products.
• - Ensure timely execution of promotional activities; provide inputs to HO for intervention plans.
• - Ensure quality execution of plans through the area team.
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7. Order Generation & Processing

• - Accountable for quotation submission and order fulfillment to achieve area sales targets.
• - Lead quotation processes for major customers and support negotiations.
• - Liaise with customers, dealers, and internal finance teams to ensure conversions.
• - Accompany influencers/end customers during sample checks at showrooms.
• - Track orders from PO to delivery; escalate delays and coordinate with SCM/warehouse teams.
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8. Team Management & People Development

• - Develop, guide, and motivate subordinates to achieve superior performance and satisfaction.
• - Identify training needs for TSMs and ensure timely execution of training programs.
• - Provide inputs for performance assessments and deliver feedback to improve performance.

Skills & Knowledge

• - 8–10 years of sales management experience in sanitaryware or building materials.
• - Strong knowledge of sanitaryware distribution in India; experience selling into this network preferred.
• - Strong communication, interpersonal, and presentation skills; mature, self-driven, and result-oriented.
• - Willingness to travel extensively within the assigned region.

Educational Qualifications

• MBA – Sales / Marketing preferred, or
• Graduate with 8–10 years of relevant experience.