Lead Retail and Institutional Sales

Lead Retail & Institutional Sales

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.