Role & responsibilities The Senior Territory Manager will be responsible for driving IT/Office Automation business growth and managing relationships with government agencies and public sector clients within the assigned territory directly or through Chanel Partners. The role requires a blend of strategic planning, relationship management, and operational execution to meet the business objectives of Office Automation's range of products like Multifunctional devices, Scanners, Inkjet, and LaserJet Printers. Create a sales plan for the assigned territory by creating a strong customer base, funnel, account management, GeM business management, B2B Funnel creation, and channel blueprint - market reach, expansion, and consolidation. Target setting for the Distributors and Chanel Partners. Working alongside National & regional SI on Big projects to ensure Product Presence. Ensuring an adequate number of channel partners to increase the reach in government & B2B space by appointing the requisite number of consultants, SI & VAR partners. Market visits to channel partners, regularly to get information on the customers, understanding sales progress, issues in the market, and timely action. Working closely with product training teams to build knowledge and competencies in partners sales force on products and selling skills. Identify and capitalize on business opportunities within government departments, PSUs, and public sector organizations. Achieve and exceed sales targets through effective territory planning and client engagement. Develop and maintain strong relationships with key stakeholders in government institutions. Act as a liaison between the company and government clients, ensuring seamless communication and issue resolution. Lead the preparation and submission of tenders, RFPs, and proposals for government projects. Ensure compliance with government procurement policies and legal requirements. Conduct market research to understand government procurement trends and the competitive landscape. Provide insights and strategic recommendations to enhance market positioning. Ensure adherence to regulatory and compliance standards in all business dealings. Prepare and submit regular reports on sales performance, market activities, and client feedback. Work closely with Chanel Partners and cross-functional teams, including product, operations, and legal, to deliver customized solutions to government clients. Preferred candidate profile Create a sales plan for the assigned territory by creating a strong customer base, account management, GeM business management, B2B Funnel creation, channel blueprint - market reach, expansion, and consolidation. Excellent negotiation, communication, and interpersonal skills. Ability to manage complex projects and navigate through regulatory challenges. Proficiency in handling government tenders and contracts. Analytical and problem-solving skills for effective decision-making. Distributer & Dealer Management and Target setting.
