Territory Sales Manager - AIDC, South

ABOUT YOUR ROLE:

As a Territory Sales Manager (TSM), you will drive revenue growth and market development for our pressure sensitive label materials by building deep relationships with converter partners and generating end-user pull across your assigned region. This role blends technical sales, solution selling, and market insight ensuring our materials are specified, converted efficiently, and preferred by brands and printers for plain and die-cut labels across multiple print technologies (thermal transfer, direct thermal, flexo, digital, UV inkjet). TSM also needs to ensure exceptional service delivery within an assigned territory

Location: Chennai

YOUR RESPONSIBILITIES WILL INCLUDE:

Key Responsibilities:

Growth & Market Development

• Deliver territory sales and margin targets through existing converter partners and new account acquisition.
• Develop and execute territory and account strategies to meet price and mix objectives.
• Proactively identify and prospect new accounts using screening techniques and referrals.
• Drive spec-in and demand creation at end users/brand owners to pull volumes through converter partners.
• Expand share of plain/die-cut label stock and promote new PSL solutions (e.g., sustainable, linerless-ready).
• Utilize account management skills to plan and implement customer marketing and growth programs.

Customer Engagement & Solution Delivery:

• Build trusted advisor status with converters, brand owners, and OEM printer partners.
• Provide product recommendations, samples, technical support, pricing, and service information on demand.
• Generate product quotes and actively utilize value-selling tools and skills.
• Uncover and assess customer needs to develop and execute tailored Value Propositions.
• Navigate complex problems and structures to determine the best solutions for customer needs.
• Provide exceptional customer experience for business partners and prospects to develop long-term business opportunities.
• Negotiate price, product mix, and supply agreements while protecting profitability and competitive positioning.

Technical & Solution Selling

• Demonstrate deep understanding of PSL construction (facestock, adhesive, and liner), plain/die-cut label performance, and printing technologies (thermal, inkjet, laser, flexo, digital).
• Collaborate with technical service teams to resolve application issues, run trials, and deliver converter training on new grades.
• Promote innovations such as sustainable materials (recyclable, thinner liners, linerless) and connected packaging opportunities.

Planning & Market Insight:

• Develop a thorough understanding of market conditions (current customers, potential customers, competitors) in the assigned territory to ensure appropriate allocation of time to customers.
• Monitor territory trends and conduct territory analysis and planning competitor activity, pricing shifts, new entrants, and technological changes.
• Develop and execute strategies to achieve revenue goals & provide insightful forecasts with strategic inputs for product roadmap and marketing campaigns.
• Participate in territory planning, customer planning, and territory reviews under the guidance of AIDC Leader
• Maintain accurate SFDC data: sales pipeline, opportunity progress, key account plans.

Cross-Functional Collaboration

• Work closely with marketing, product management, and supply chain to ensure portfolio fit and reliable service.
• Partner with OEMs/printer manufacturers to create joint market development initiatives.
• Participate in territory reviews with leadership to refine growth strategy and resource allocation.
• Collaborate with other business units to evaluate volume, identify trends, ensure quality, and monitor budgets.

WHAT WE WILL BE LOOKING FOR IN YOU:

• Experience: 6 10 years in B2B sales / Direct Sales

• Industry Knowledge:

• Pressure Sensitive Labels construction, converting, and die-cutting.
• Print technologies flexographic, digital, thermal transfer/direct thermal.
• Packaging supply chain and end-user segments (E-Commerce, Manufacturing, Logistics, QSR, Retail)

• Skills:

• Solution & value selling in a B2B environment.
• Strong account planning & negotiation capabilities.
• CRM proficiency & analytical insight for pipeline management.
• Networking with converters, OEMs, and end-users.
• Mindset: Proactive, entrepreneurial, collaborative, able to work with technical and commercial teams to drive pull-through growth.

Key Performance Indicators (KPIs)

• Territory sales growth (revenue & margin % vs. plan).

• New converter acquisition & activation.

• Share gain in plain/die-cut labelstock and premium PSL grades.

• Forecast accuracy & CRM discipline.

Education: Bachelor s degree in Engineering, Printing Technology, Packaging, or MBA (preferred).