Khyber Industries India

The Lead Retail & Institutional Sales role is responsible for driving sales performance across retail, institutional, and non-trade (government) channels while ensuring effective management of trade, logistics, and collections. The role holder will develop and implement strategies to expand retail distribution networks, strengthen key account relationships, and deliver revenue and growth targets for Khyber Cement . The incumbent will also lead efforts in market development, channel management, customer engagement, and collection efficiency to ensure sustainable business growth. Key Responsibilities: 1. Retail Sales Management Drive primary and secondary sales across product categories and territories in line with business objectives. Partner with distributors to achieve overall sales and profitability targets for the assigned region. Analyze sales trends, market share, and performance data to identify growth opportunities and corrective actions. Streamline existing processes to enhance operational efficiency and reduce costs. Explore new markets , establish retail and distribution networks, and expand product reach. Ensure successful execution of key corporate initiatives such as new brand launches, campaigns, and trade promotions . 2. Channel Partner Management Develop and maintain strong relationships with dealers, distributors, sub-dealers, and market organizers to ensure long-term business sustainability. Enhance distributor ROI through trade schemes, incentives, and joint business planning. Monitor and control credit and collections ensuring compliance with company policies. Identify and onboard financially sound distributors and channel partners to deepen market penetration. Conduct regular market visits to assess competitor activities, gather market intelligence, and evaluate partner performance. Ensure healthy dealer network mix by maintaining an optimal number of dealers in each slab as per business targets. Organize dealer meets, mason/contractor engagement programs, and consumer awareness camps to strengthen market relationships. 3. Collection & Receivables Management Ensure timely payment collection from customers and channel partners in line with credit terms. Monitor and report collection status and outstanding receivables to the Chief Sales and Customer Relations. Maintain zero overdue status through daily monitoring and proactive follow-up mechanisms. Escalate non-payment or overdue cases and collaborate with the Legal team to define resolution plans for sticky debtors. 4. Logistics Coordination Coordinate with the Outbound Logistics team to plan dispatches based on customer orders, logistics cost, and delivery timelines. Ensure timely resolution of customer delivery issues , complaints, and queries. Optimize delivery routes and schedules to reduce overall transportation and operational costs while maintaining service quality. 5. Revenue Growth & Institutional Sales Develop and execute strategies to grow institutional and non-trade (government) sales channels. Identify and pursue new institutional business opportunities , projects, and large-volume accounts. Strengthen existing key accounts through effective relationship management and cross-selling initiatives . Track competition, pricing, and market developments to proactively respond to market dynamics. Drive Key Account Management (KAM) strategy including negotiation of Terms of Trade (TOT) agreements with major accounts. 6. Cost and Budget Management Prepare and manage the annual sales budget for retail, institutional, and non-trade channels. Track actual performance against the budget and report deviations or corrective actions to the Chief – Sales and Customer Relations. Drive cost optimization across logistics, trade schemes, and distribution processes. Education & Qualifications: Bachelor’s Degree in Business Administration, Marketing, or a related field. MBA / PGDM in Sales & Marketing (preferred). Experience: 10-15 years of experience in retail and institutional sales within the cement, building materials, or construction industry . Proven track record in channel management, key account management, and trade sales . Experience in logistics coordination, collection management, and team leadership . Strong understanding of market dynamics, dealer networks, and customer engagement strategies in the construction materials sector.