Job Description – Territory Sales Manager (TSM)

Location: Ahmedabad
Reporting To: Area Sales Manager / Regional Sales Manager

Role Purpose

The Territory Sales Manager will be responsible for driving primary and secondary sales growth across Ahmedabad through OEM business development, distributor management, market expansion, and effective collections management. The role requires a strong focus on project sales, channel development, customer acquisition, and achieving territory business objectives.

Key Responsibilities

OEM & Project Business Development

• Develop and maintain relationships with OEMs, architects, interior designers, builders, contractors, and project influencers.
• Generate product specifications and convert opportunities into business.
• Conduct product demonstrations, technical presentations, and solution-selling discussions.
• Identify and develop new OEM accounts and project opportunities.

Distributor & Channel Management

• Appoint, develop, and manage distributors, dealers, and channel partners.
• Drive distributor engagement, market coverage, and business growth.
• Ensure healthy distributor ROI, inventory management, and stock rotation.
• Strengthen long-term relationships with channel partners.

Secondary Sales & Market Development

• Drive secondary sales through distributor and dealer networks.
• Increase market penetration, outlet coverage, and brand visibility.
• Execute beat plans, market visits, and retailer engagement activities.
• Monitor competition, pricing, and market trends.

Sales Target Achievement

• Deliver monthly, quarterly, and annual sales targets.
• Develop territory growth plans and execute business development initiatives.
• Track sales performance and implement corrective actions wherever required.

Collections & DSO Management

• Ensure timely collections from distributors and key accounts.
• Monitor outstanding payments and maintain healthy DSO levels.
• Coordinate with finance teams for account reconciliation and credit management.

Market Intelligence & Reporting

• Track competitor activities, pricing strategies, and new product launches.
• Maintain sales MIS, forecasts, pipeline reports, and territory updates.
• Share market insights and recommendations with management.

Cross-Functional Coordination

• Work closely with Supply Chain, Marketing, Finance, and Customer Service teams.
• Ensure seamless order processing, dispatches, and customer satisfaction.

Key KPIs

• Primary Sales Achievement
• Secondary Sales Growth
• OEM Conversion & Specification Wins
• Distributor Productivity
• Market Coverage Expansion
• DSO & Collection Efficiency
• New Customer Acquisition