Sales - Pipes & Tubes

Department: Sales & Marketing Private Brands Pipes & Tubes

Reporting To: Regional Sales Manager

Experience Required: 510 years in B2C/B2B Retail Channel Sales (preferably Building Materials / Steel / Pipes / Construction Products)

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Role Purpose:

To drive sales growth, channel expansion, and market development of steel tubular products in the assigned territory by building and managing a strong dealerdistributor network, ensuring high market share, and delivering end-to-end sales execution from order generation to fulfilment.

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Key Responsibilities:

1. Sales & Revenue Delivery

• Achieve monthly, quarterly, and annual sales targets for steel tubular products in the assigned geography.
• Drive consistent revenue growth through effective dealer engagement, influencer connects (fabricators, contractors, etc.), and market coverage.
• Ensure achievement of profitability and volume targets as per business plan.

2. Market Development & Channel Expansion

• Identify, onboard, and activate new distributors and dealers in uncovered / potential markets.
• Strengthen secondary sales and product availability across towns and key dealer counters.
• Execute brand visibility and trade marketing activities to drive customer pull.

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3. Channel Management & Performance Review

• Target setting effectively set targets for distributors, dealers, distributor sales force, aligned with the weekly, monthly and annual business sales targets
• Effectively drive the retail KPIs of Reach , Share of Business and eventually market share in the target geographies in line with overall business targets
• Conduct monthly and quarterly reviews of distributor and dealer performance (sales, stock, receivables, ROI, NPD requirements).
• Ensure adequate and timely order/indent placement to planning/plant teams, order fulfilment and collections, maintain healthy channel inventory,
• Build loyalty and engagement programs to strengthen long-term channel relationships.
• Collect timely NPS and customer feedbacks along with CMT team
• Handle customer complaints, if any, as the first point of contact and follow through the resolution of the same

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4. Market Intelligence & Competition Tracking

• Gather market intelligence on competitor activities, pricing, schemes, and market share trends.
• Map key influencers and track emerging demand pockets and construction hotspots.
• Provide insights to marketing and product teams for tactical and strategic decisions.
• Provide inputs on the new product developments (NPD) as per market need and to enhance our product basket

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5. Operational Excellence – Order to Fulfillment

• Ensure end-to-end ownership of the sales cycle – from order generation, coordination with supply chain for dispatch, to payment collection and customer satisfaction.
• Collaborate with internal functions (Logistics, Commercial, Finance, Marketing) for smooth execution.
• Monitor dealer-wise outstanding, claims, and service issues proactively.

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Reporting & MIS

• Maintain accurate distributor wise, distributor sales representative(DSR) wise, dealer-wise and town-wise sales data, coverage reports, and SoB dashboards.
• Submit periodic reports on market reach, penetration, and secondary sales growth.
• Maintain complete database of all dealers, reach and market share in the given taluka/town/district level

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Key Deliverables / KPIs:

• Sales volume & value achievement (% vs target)
• Channel expansion (number of new dealers/distributors onboarded)
• Share of Business (SoB) / Market Share in territory
• Reach & product availability metrics
• Collection efficiency and overdue %
• Market intelligence quality and actionable insights
• Ensure dealer and fabricator meets and other marketing activities as per defined targets

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Preferred Candidate Profile:

• Graduate in Engineering or Science; MBA/PGDM preferred.
• 5–10 years of experience in retail/channel sales of steel, pipes, building materials, or industrial products.
• Strong distributor–dealer management skills and deep market understanding.
• Hands-on with CRM/SFDC tools, Excel-based dashboards, and market analytics.
• Excellent communication, negotiation, and people management abilities.
• Willingness to travel extensively across the assigned region.