Territory Sales Manager – Large Domestic Appliances (LDA)
Location – New Delhi
Experience- 2–10 years of experience in Large Domestic Appliances / White Goods / Consumer Durables Trade business
1. Key Responsibilities
Sales & Collection (Large Domestic Appliances)
- Achieve product-wise and category-wise monthly sales targets for Large Domestic Appliances (Refrigerators, Washing Machines, Air Conditioners, Dishwashers, Microwave Ovens) for the branch.
- Ensure necessary primary and secondary channel appointments (Distributors, LDA Dealers, Multi-Brand Outlets, Large Format Stores) to achieve business objectives.
- Responsible for achieving the planned market share in LDA by improving reach (ND & WD), enhancing sell-out, bill value, and product mix (premium vs mass).
- Execute sales activation plans, BTL activities, including dealer meets, promoter programs, product demonstrations, live demos, and brand positioning at retail.
- Ensure timely collections, adherence to monthly commitments, and reduction of receivables/OD (ROD) as per corporate guidelines.
Channel Management (LDA Trade)
- Continuously monitor and improve LDA channel partner health – Distributors, Dealers, Large Format Retailers, Multi-Brand Outlets.
- Drive network expansion, channel correction, and channel optimization strategies for LDA products across metro, urban, and semi-urban markets.
- Plan and execute strategies to maximize LDA reach (ND & WD) across general trade, LFRs, modern trade, and key accounts.
- Build strong relationships with retailers, store managers, promoters, and trade partners to drive secondary sales and brand advocacy.
Process & Market Expansion
- Ensure strict adherence to LDA sales, collection, and channel management processes.
- Lead LDA channel development and market penetration initiatives in the assigned area.
- Plan and conduct promotional activities, new model launches, seasonal schemes (festive/summer), in-store branding, visibility drives, and demo programs.
- Handle sales administration, forecasting, stock planning, MIS, and performance reporting.
- Conduct competition analysis, price benchmarking, scheme comparison, and tracking of consumer trends in the Large Domestic Appliances market.
People Management
- Ensure and maximize LDA sales team productivity (TSMs, Sales Executives, Promoters, ISD teams).
- Lead the team from the front on market execution, retail coverage, promoter productivity, and collections.
- Identify, track, and develop future leaders within the branch.
- Review team performance, identify gaps/outliers, and provide coaching and capability building.
- Foster strong interpersonal relationships, collaboration, and employee engagement.
Cross-Functional Coordination
- Ensure seamless coordination with Service, Installation, Logistics, Finance, Product Management, Marketing, and Supply Chain teams for smooth functioning of the LDA business, including deliveries, installations, and post-sales service.
Sales Administration
- Increase productivity and category-wise LDA sales.
- Achieve collection targets and ensure reduction in overdue payments (OD).
- Strengthen LDA channel management and development initiatives.
External Interface
- Track competition activity, LDA market trends, pricing movements, scheme effectiveness, and trade intelligence.
3. How We Measure Your Performance
- Market penetration and development for Large Domestic Appliances
- Effective and efficient LDA sales & marketing execution in the assigned territory/region
- Dealer handling, modern trade performance, and network expansion
- Achievement of sales, sell-out, and collection targets
- Execution of promotional activities, product demonstrations, and customer meets
4. Key Interactions
Internal
- Regional Head, Branch Head, ASM
- Service & Installation Teams
- System Administrator
- Accounts & Administration
- Personnel Department
External
- C&F Agents (LDA Trade Business)
- Customers
- LDA Dealers, Distributors & Retail Chains
- Business Associates
- Government Departments (GST, Sales Tax, Excise, Labour)
5. Desired Personal Attributes / Functional & Behavioural Competencies
- Execution Excellence & Commercial Acumen
- Strong Leadership and Team Handling
- High Energy, Change Agent mindset
- Strong Retail & Trade Relationship Management
- Result Orientation with ownership mindset
- High Accountability
- Effective Communication Skills
6. Education & Experience
- Graduate (Regular) or B.Tech (Electrical / Mechanical)
- MBA (Regular – Preferred)
2–10 years of experience in Large Domestic Appliances / White Goods / Consumer Durables Trade business
Job Type: Full-time
Work Location: In person
