HONESTY AUTOMATION PVT. LTD.
JOB DESCRIPTION TERRITORY SALES MANAGER/
EXECUTIVE (TSM)
Brand: ADITYA ALMIRAH
Department:
1. Job Purpose
The Territory Sales Manager will be responsible for developing and managing the sales business of Aditya Almirah across the assigned territory. The primary responsibility is to achieve sales targets, appoint new dealers and distributors, improve market coverage, manage the field sales team, and increase the brand's presence in the steel furniture market.
The TSM will ensure effective territory planning, dealer productivity, regular order generation, market development, competitor tracking, and timely sales reporting.
2. Roles & Responsibilities
A. Territory Sales Planning
- Prepare monthly and quarterly territory-wise sales plans.
- Identify potential markets, districts, towns, furniture hubs, and wholesale markets.
- Develop dealer appointment and market coverage plans.
- Set dealer-wise and TSE-wise targets in coordination with management.
- Monitor sales performance and implement corrective actions.
B. Dealer & Distributor Development
- Identify, appoint, and develop dealers, distributors, wholesalers, and furniture retailers.
- Expand the Aditya Almirah distribution network across assigned markets.
- Evaluate prospective channel partners based on market reach, business capability, and financial suitability.
- Coordinate dealer onboarding, documentation, and approvals.
- Develop relationships with key dealers and high-potential distributors.
- Reactivate inactive dealers and increase repeat orders.
C. Sales & Revenue Generation
- Achieve monthly, quarterly, and annual sales targets.
- Generate orders from existing and newly appointed dealers.
- Improve product-wise sales, dealer productivity, and market penetration.
- Develop bulk sales opportunities with furniture shops, institutions, hostels, offices, and commercial customers.
- Monitor sales achievement against targets and address performance gaps.
- Coordinate with management on sales forecasts and business development opportunities.
D. Field Sales Team Management
- Guide and supervise Territory Sales Executives.
- Allocate territories, routes, dealer lists, and daily field activities.
- Review dealer visits, new dealer appointments, enquiries, and order bookings.
- Conduct joint market visits with TSEs.
- Train the team on product knowledge, dealer handling, sales techniques, and order generation.
- Review daily reports and ensure timely CRM updates.
E. Dealer Relationship & Market Development
- Maintain strong relationships with dealers, distributors, retailers, and wholesalers.
- Communicate approved product pricing, schemes, catalogues, and promotional activities.
- Collect market feedback regarding product demand, pricing, quality, and competitor activities.
- Improve dealer engagement and resolve channel partner concerns.
- Develop market visibility through approved promotional and merchandising activities.
F. Order, Stock & Payment Coordination
- Coordinate dealer orders with the Sales, Production, Stores, Dispatch, and Accounts teams.
- Monitor order status, product availability, and delivery commitments.
- Follow up on outstanding payments and overdue receivables with Accounts.
- Monitor dealer credit exposure and escalate payment risks.
- Ensure all commercial commitments follow company-approved policies.
G. CRM, MIS & Reporting
- Maintain accurate dealer, distributor, and sales records in CRM.
- Prepare daily, weekly, and monthly territory sales reports.
- Track sales targets, order bookings, dealer productivity, and repeat orders.
- Monitor new dealer appointments, inactive dealers, and market coverage.
- Submit competitor analysis and territory development reports to management.
3. Key Performance Indicators (KPIs)
- Monthly and quarterly sales target achievement.
- Number of new dealers and distributors appointed.
- Number of active dealers generating regular orders.
- Territory-wise sales revenue and order bookings.
- Dealer activation and repeat-order rate.
- TSE productivity and field sales performance.
- Market coverage and new territory development.
- Outstanding payment follow-up and collection support.
- CRM accuracy and MIS submission.
- Dealer satisfaction and sales growth.
4. Required Skills
- Territory sales and channel management.
- Dealer and distributor appointment.
- Team leadership and field sales supervision.
- Strong negotiation and relationship management.
- Market mapping and competitor analysis.
- Sales forecasting and target management.
- CRM and Microsoft Excel proficiency.
- Strong communication and reporting skills.
- Willingness to travel extensively within the assigned territory.
5. Educational Qualification
- Graduation in any recognised discipline.
- MBA/PGDM in Sales & Marketing preferred.
- Experience in steel furniture, almirahs, furniture distribution, consumer durables, or related channel sales preferred.
6. Expected Deliverables
- Achieve assigned territory sales targets.
- Develop a productive dealer and distributor network.
- Improve sales from existing channel partners.
- Expand market coverage and brand visibility.
- Improve TSE productivity and reporting discipline.
- Maintain accurate sales forecasts and dealer databases.
- Support timely order processing and payment follow-up.
Employment Terms:
HR Department
