Senior Territory Manager

Role & responsibilities

The position is responsible for generating business and building regions growth strategy by selling Canon printer products in the B2B space (Central Govt, State Govt, BFSI, PSU, Enterprises & SMB) through System Integrator (SIs) & VAR channel partners.

Sales Planning

• Create a sales plan for the assigned territory by creating a strong customer base & funnel, account management, GeM business management B2B Funnel creation, channel blueprint - market reach, expansion, consolidation.
• Target setting for the B2B Distributors, Commercial Stocks & Sell, SI & VAR Partners management, funnel management & MIF tracking for driving consumables sales.
• Relationship building with OEMs & collaboration for opportunity creation in B2B space.
• Working alongside National & region SI on Big projects to ensure Canon Presence.

Channel Sales

• Ensuring an adequate number of channel partners to increase the reach in government & B2B space by appointing requisite number of consultants, SI & VAR partners.
• Market visit to channel partners, regularly to get information on the customers, understand sales progress, issues in the market and timely action.
• Allotment target to channel partners and reviewing performance of such partners
• Working with regional marketing to devise programs which will help them achieve targets
• Facilitating resolution of issues related to distribution viz marketing support, clearance of backend, pricing and logistics related issues.
• Working closely with product training teams to build knowledge and competencies in partners sales force on products and selling skills

Business to Business Sales (B2B)

• GEM Knowledge (Govt. e Marketplace)
• A/C Mapping for A4, A3 & Scanners (Govt. & Commercial)
• B2B Funnel management and Forecasting
• Data analytical skills
• Good Skill of power point presentation.