Senior Territory Manager-Government Sales (GEM Portal) Gurugram

Position:

Position Purpose

Responsible for generating business and driving regional growth in the B2B space (Central & State Govt, BFSI, PSU, Enterprises & SMB) by selling IT peripheral products such as printers and scanners through System Integrators (SIs) and VAR channel partners. The role focuses on territory planning, channel partner management, B2B sales, and government business development.

Key Responsibilities

Sales Planning & Channel Management

• Develop a sales plan for the assigned territory, including B2B funnel creation, account management, GeM (Government e-Marketplace) business management, and channel blueprint for market reach and expansion.
  
• Set sales targets for B2B distributors, commercial stocks & sell, SI & VAR partners.
  
• Build strong relationships with partners, OEMs, and key stakeholders to drive opportunity creation.
  
• Work alongside regional and national SIs on large projects to ensure presence in B2B space.
  
• Facilitate issue resolution related to marketing support, pricing, logistics, and partner performance.
  
• Collaborate with product training teams to enhance partner sales force knowledge and skills.
  

Business-to-Business Sales (B2B)

• Manage government accounts and tenders (GeM) and commercial accounts.
  
• Create and manage B2B sales funnel, track forecasts, and monitor sales performance.
  
• Apply data analytics and reporting to improve sales strategy.
  
• Prepare and deliver effective presentations using PowerPoint.
  

BTL Activities & Issue Resolution

• Ensure smooth deployment of marketing activities, promotional programs, collaterals, and lead generation campaigns.
  
• Track market trends, competitor activities, and partner feedback to optimize performance.
  

Reporting & Analysis

• Submit monthly plans, track targets, and report achievements.
  
• Share market insights and competitor intelligence.
  
• Provide feedback from partners on marketing and sales initiatives.
  

Qualifications & Experience

• Education:

  Graduate or Postgraduate. MBA preferred.

• Experience:

  4-5 years in channel sales; experience in government (GeM) and B2B sales is mandatory.

• Industry Preference:

  IT hardware / Office Automation (printers, scanners, peripherals).

Skills & Competencies

• Strong business acumen and result orientation.
  
• Excellent communication, articulation, and influencing skills.
  
• Ability to manage channel partners, distributors, and SIs.
  
• Strong customer focus and relationship-building capabilities.
  
• Familiarity with tenders, government sales processes, and GeM platform.
  
• Data analytical skills, reporting, and PowerPoint presentation proficiency.
  

Desired Competencies:

• Customer Focus – Understand evolving customer needs and deliver value.
  
• Collaborative Skills – Create a positive environment, working with partners and internal teams.
  
• Result Orientation – Achieve results within timelines, demonstrate accountability.
  
• Communication Skills – Convey ideas effectively, ensure clarity and understanding.
  

Must Haves:

1. Major experience in government sales (GeM) – 70% govt & 30% B2B through channel partners.
   
2. Strong knowledge of territory and B2B business, including distributors and SIs.
   
3. Good communication skills and understanding of tenders.
   
4. Preferably experience in IT sector.
   

Interested candidates can share their resume at: