Senior Territory Sales Manager (Dy. Manager level) - Channel Sales (LPL - Marine Board)

 

Role Objective

To enhance the effectiveness and productivity of the sales organization by providing analytical, operational, and
process support. The role is responsible for strengthening sales planning, performance tracking, CRM governance,
sales reporting, incentive administration, sales capability initiatives, and process standardization to enable informed
decision-making and improve business performance across Merino Laminates.
 

Job Responsibilities

1. Sales Performance Analytics
 Prepare and publish daily, weekly, and monthly sales dashboards.
 Monitor achievement against budgets, targets, and forecasts.
 Analyse sales trends, product mix, territory performance, and customer performance.
 Provide actionable insights to improve sales productivity.
2. Sales MIS & Reporting
 Generate accurate and timely MIS reports for leadership.
 Develop standardized sales reports and scorecards.
 Ensure data integrity across sales systems.
 Automate recurring reports wherever possible.
3. Sales Planning & Forecasting
 Support annual sales planning and budgeting.
 Assist in monthly forecasting and demand planning.
 Monitor target allocation and achievement.
 Support business reviews with analytical inputs.
4. CRM & Sales Process Governance
 Monitor CRM usage and compliance across the sales organization.
 Ensure timely updating of customer, opportunity, and pipeline data.
 Recommend improvements to sales processes and workflows.
 Drive CRM adoption and data quality initiatives.
5. Sales Incentive & Performance Management
 Support sales incentive calculations and validation.
 Track KPIs linked to incentive programs.
 Ensure timely reporting for incentive payouts.
 Analyse the effectiveness of sales incentive schemes.
6. Sales Operations Support
 Coordinate with sales teams for business reviews.
 Support product launches with reporting and tracking.
 Maintain master sales databases and customer records.
 Assist in territory mapping and sales coverage optimization.
7. Business Intelligence & Insights
 Conduct market, customer, and competitor analysis.
 Identify business opportunities through data analysis.
 Develop presentations and reports for senior management.
 Support strategic business initiatives with analytical inputs.
8. Continuous Improvement
 Identify opportunities to improve sales processes.
 Standardize reporting formats and operating procedures.
 Support digital transformation initiatives within Sales.
 Drive operational efficiency through automation and process improvements.