Sales Executive

Job Description Frontline Sales

Designation: Senior Executive

Location: Bangalore

Role Purpose:

To achieve assigned sales and contribution targets within the allocated territory by developing dealer and distributor relationships, expanding market coverage, improving counter share, ensuring timely collections, and strengthening product visibility across the furniture fittings and hardware channel.

Key Responsibilities :

1. Sales & Territory Management

Achieve monthly, quarterly and annual sales targets for the assigned territory and product portfolio.

Prepare and execute the Personal Journey Plan (PJP) and conduct regular visits to dealers, distributors, sub-dealers and retail counters.

Map existing and potential markets, towns, dealers and retail counters to identify opportunities for sales growth and increased counter share.

Monitor sales performance, market trends, competitor activities and customer feedback, and implement corrective actions as required.

Drive profitable sales and achieve the required contribution margins in line with business guidelines.

2. Dealer & Distributor Network Development

Map the dealer and sub-dealer network and identify gaps in market coverage, distribution reach and product penetration.

Identify and recommend new dealers and distributors to expand the distribution network.

Support newly appointed dealers during the initial six months through product training, activation and business development.

Build strong relationships with high-potential dealers and retail counters to improve sales productivity and product range penetration.

3. Commercial Discipline & Collections

Follow up on outstanding payments and ensure timely collection of dues within approved credit terms.

Obtain monthly balance confirmations from assigned channel partners and coordinate the resolution of discrepancies.

Escalate overdue payments, credit risks and other commercial issues to the reporting manager promptly.

4. Sales Process & Reporting

Ensure timely and accurate submission of Personal Journey Plans (PJP), Daily Sales Reports (DSR) and other required MIS reports.

Follow established field-sales processes, review mechanisms and reporting timelines.

Maintain accurate records of dealer visits, sales opportunities, orders, collections and market intelligence.

5. Product Visibility, Merchandising & Training :

Ensure effective product sampling, merchandising, branding and display at dealer and sub-dealer outlets.

Secure prominent product placement at prime locations on dealer counters to enhance brand visibility.

Educate dealer sales teams and channel partners on product features, applications, pricing and key selling points.

Coordinate with internal teams to resolve product, service and supply-related issues affecting customer satisfaction and sales.

Key Performance Indicators (KPIs):

Achievement of assigned sales targets and contribution margins.

Dealer productivity, addition of active dealers and improvement in counter share.

Number and quality of productive dealer visits against the approved PJP.

Collection performance, reduction in overdue payments and compliance with monthly balance confirmations.

Timely and accurate submission of PJP, DSR and MIS reports.

Product display, sampling, merchandising and dealer-salesman training coverage.

Qualifications & Experience :

Bachelors degree or equivalent qualification; a technical or engineering background will be an advantage.

Experience in the building materials industry is required.

Experience in furniture fittings, hardware or allied product categories is strongly preferred.

Technical sales or channel sales experience is desirable.

Required Skills & Competencies :

Strong communication, negotiation and relationship-management skills.

Territory planning, market mapping and business development capabilities.

Commercial awareness, collection follow-up and analytical understanding of sales data.

Strong field execution, reporting discipline and cross-functional coordination.

Customer orientation, ownership, accountability and a results-driven approach.