Territory Sales Manager

Role and Responsibility

Achieving Sales Targets

Drive achievement of Annual Business Plan (ABP) targets through direct sales and channel partner

networks within the assigned territory.

Regularly monitor progress against targets and take corrective actions to close gaps and maximize

business outcomes.

Market Development and Coverage

Ensure comprehensive market coverage across geographical territory and industrial sectors within the

territory.

Track market trends, identify emerging opportunities, and assess competitor activities to stay ahead in

the market.

Lead Generation and Pipeline Management

Oversee the generation, qualification, and conversion of sales leads to maintain a robust and healthy

enquiry pipeline.

Collaborate with marketing and dealer teams to generate demand and ensure timely follow-up on all

leads.

Customer Needs Assessment and Opportunity Identification

Engage with customers to understand their operational challenges, energy needs, and performance

improvement opportunities.

Identify possibilities for plant upgrades and performance improvements.

Concept and Solution Selling

Promote solution-based selling of new products and applications, highlighting value addition, fuel

savings, and lifecycle benefits.

Effectively communicate technical and commercial advantages of heating systems and service offerings.

Business Development through Key Channels

Identify and engage with key accounts, Original Equipment Manufacturers (OEMs), consultants, and

channel associates to drive new and repeat business.

Develop long-term partnerships with strategic stakeholders to generate continuous and incremental

business growth.

Dealer Network Management

Manage, support, and develop the dealer network to enhance reach, responsiveness, and service

quality.

Regularly review dealer performance in the given territory, provide necessary training and support, and

ensure alignment with business objectives.

Critical Competency

Knowledge of Boilers and Heaters, Understanding of Concept and Solution Selling, Knowledge of Market

Segments and Applications, Proficiency in Enquiry Pipeline Management, Understanding of Industrial

Energy Needs, Knowledge of OEM and Channel Sales Models