Sales Planning & Operations Manager

We are looking for a Sales Planning & Operations Manager who can turn sales data into actionable plans and drive consistent sales performance across our dealer network.

With thousands of products, a growing distribution network, and an expanding sales team, this role will be central to improving sales productivity, increasing dealer contribution, optimizing product movement, and ensuring disciplined execution of sales plans.

The ideal candidate combines strong analytical skills with practical market understanding and the ability to work closely with sales teams to turn insights into measurable business results.

Key Responsibilities

1. Sales Planning & Target Setting

• Prepare monthly and quarterly sales plans aligned with business objectives.
• Set sales targets for individual salespeople, territories, dealers, and product categories.
• Break overall targets into actionable salesperson-wise, dealer-wise, and product-wise plans.
• Track target achievement and recommend corrective actions to close performance gaps.

2. Sales Analysis & Business Insights

• Analyze the previous six months of sales data to identify trends, growth opportunities, and performance gaps.
• Identify declining dealers, low-performing territories, slow-moving SKUs, and underperforming salespeople.
• Evaluate dealer contribution, product mix, sales growth, and productivity.
• Convert data insights into specific action plans with clear ownership and timelines.

3. Dealer Development & Product Movement

• Identify opportunities to increase sales from existing dealers and distributors.
• Develop dealer-wise product penetration plans to improve assortment, product availability, and sales contribution.
• Recommend product combinations, cross-selling opportunities, and targeted dealer schemes.
• Coordinate with the sales and supply chain teams to align product availability with sales priorities.
• Focus on improving inventory movement while protecting margins and profitability.

4. Sales Team Performance Management

• Monitor daily sales performance and conduct regular reviews with the sales team.
• Identify performance gaps, understand field-level challenges, and support salespeople in achieving targets.
• Follow up on pending actions and ensure timely execution of agreed plans.
• Help sales teams prioritize the right dealers, products, and business opportunities.
• Drive accountability through structured performance reviews and action tracking.

5. Territory & Field Sales Planning

• Prepare dealer-wise sales plans and salesperson-wise tour plans.
• Ensure sales visits are aligned with dealer potential, business priorities, and growth opportunities.
• Conducting regular field visits across assigned territories to work closely with the sales team and maintain relationships with dealers and distributors.
• Understand dealer and distributor requirements, competitor activities, and market challenges.
• Recommend improvements to territory coverage, dealer engagement, and market reach.

6. Marketing Coordination & Sales Activation

• Work with the marketing team to plan monthly campaigns, product promotions, dealer activities, and carpenter meets.
• Align promotional activities with sales targets, product priorities, and market opportunities.
• Track campaign effectiveness and assess its impact on sales and dealer engagement.
• Recommend focused sales initiatives to improve product awareness, conversion, and market penetration.

7. Sales Reporting & Operations

• Maintain accurate Excel-based trackers for sales targets, achievements, dealer performance, product movement, and pending actions.
• Prepare daily, weekly, and monthly sales performance reports for management.
• Develop dashboards to highlight key metrics, trends, risks, and opportunities.
• Ensure timely and accurate sales data reporting and follow-up.
• Coordinate with sales, marketing, supply chain, and other relevant teams to resolve operational bottlenecks.

Required Qualifications & Skills

• Graduate in Business Administration, Commerce, Marketing, or a related field; an MBA is an advantage.
• Minimum 4 years of experience in sales planning, sales operations, sales coordination, or sales analysis.
• Strong proficiency in MS Excel, including Pivot Tables, lookup functions, data analysis, and dashboard preparation.
• Experience in target setting, sales forecasting, dealer-wise reporting, and performance tracking.
• Good understanding of dealer/distributor networks and channel sales.
• Strong analytical thinking, problem-solving, and planning skills.
• Excellent communication, coordination, and follow-up abilities.
• Ability to work closely with field sales teams and translate reports into practical action plans.
• Willingness to travel regularly for market visits across assigned territories.

Preferred Industry Experience

Candidates with experience in any of the following industries will have an added advantage:

• Architectural hardware and furniture fittings.
• Modular kitchen and wardrobe accessories.
• Plywood, laminates, and interior products.
• Building materials and allied distribution businesses.=