Business Owner- Long Arm Sales Force and Territory Management

Job Description

Job Description Lead and own the Territory management for entire V Guard Business, and also own the end-to-end business process of off roll field sales resources (off roll - Field executives & Territory executives) for all categories for V Guard across channels and deliver all related business priorities LAS Management Leading Business case creation& End to end management of LAS Simulate / identify business opportunities for categories / geographies basis Analytics / market understanding | Create and run ROI positive business cases for new manpower for all Channels (GT+ MT + CSD + CPC) Manage onboarding / Training / aligning the new resources to the business priorities Design and execute territory / Category mapping for business delivery Create and run KRAs for LAS Pan India Create & execute Incentive structures for LAS to drive business priorities (Top line / Mix / NPDs etc.) Develop Training / Capability frameworks | PIP Plans - Deliver desired Productivity & ROI Managing end to end Program tools / Technology to deliver business requirements End to end management of LAS App | Interface with Tech Team / Sales IT team to ensure smooth working of these applications Deliver business objectives via the Apps – Up Sell / Cross Sell / Presence / Productivity / Product mix Work closely with Project Consultants + Sales IT teams to develop new Modules as per Business needs Driving Programs governance and alignment with stakeholders Regular reviews with all stakeholders (Region KAMs, Sales Teams, Leadership) Market working with LASs to review / get feedback / develop connect with Channel partners / Accounts Prepare / Share – Dashboards / Reviews | Hold accountability of right people Delivering Input and Output parameters of the program Build strong Tech vendor connect for running and expanding program Work with existing vendor on program management / Change requests management / New Module building basis business needs Build future capabilities with the vendor with 6 month/ 1 year horizon for program expansion Understand market landscape with other leading vendors on /LAS programs and develop strong external connects Build strong Resource and Tech vendor connect for running and expanding program Work with exiting vendor on program management / timely closure of new resources addition / manpower exit / Creating future resource Pipeline Build future capabilities with the vendor with 6 month/ 1 year horizon for program expansion Build strong connect with 3rd Party manpower agencies in market Work with existing vendor on program management / Change requests management / New Module building basis business needs Build future capabilities with the vendor with 6 month/ 1 year horizon for program expansion Territory management Territory Design & Setup Define and demarcate sales territories based on market potential, customer concentration, and sales workload. Segment territories based on product lines, customer types (retail, institutional, B2B), and geography. Balance territory size to ensure manageable workloads and revenue potential for field teams. Sales Force Deployment Align sales resources and teams to newly created territories. Coordinate with HR and regional sales teams to place the right sales personnel in the right locations. Identify gaps in coverage and recommend hiring or channel expansion plans. Market & Channel Analysis Analyze market data to determine territory productivity and saturation. Identify underperforming areas and work with regional teams to improve presence and penetration. Collaborate with channel teams to ensure appropriate dealer/distributor coverage. Sales Data & Mapping Tools Use tools like GIS mapping, DMS/SFA systems, and Excel/Power BI to visualize territories. Maintain and update territory maps, customer segmentation, and outlet coverage data. Regularly review performance metrics (sales, distribution width & depth, order frequency). Stakeholder Collaboration Work closely with Regional Heads, and Branch teams to realign territories based on business growth or market changes. Act as the bridge between planning and field execution teams. Desired Profile Bachelor’s degree in business, Engineering, or related field (Tier 1/2 MBA preferred) 4–8 years of experience in Sales, sales operations, channel planning, or market development, preferably in Electricals/Consumer Durables/Electricals Strong analytical and data interpretation skills Familiarity with distribution networks, B2B and B2C models, and rural/urban sales dynamics Proficiency in Excel, PowerPoint, and Tableau and Power BI; knowledge of CRM/SFA systems Strategic thinking with a hands-on execution approach Key Competencies Territory Planning & Optimization, Sales Operations Excellence, Channel Understanding, Analytical & Problem-Solving Skills, Cross-functional Coordination Attention to Detail, Communication & Influencing Skills