State Head Sales

State Head - Channel Sales (Eastern & Central UP)

Steel / TMT | Headquarters: Lucknow / Varanasi

Department: Sales & Marketing - Channel Sales

Location / Headquarters: Lucknow / Varanasi, Uttar Pradesh

Territory: Eastern & Central Uttar Pradesh

Experience: 12-20 years of relevant channel-sales experience

Industry: Steel / TMT preferred; Cement / Building Materials may also be considered

Indicative CTC: 12-18 LPA, based on experience and role fit

Employment: Full-time, on-site; extensive travel across Eastern & Central Uttar Pradesh

Reporting to: National Sales Head / Business Head

About SRMB Group

SRMB Group is a 75+ year old Kolkata-headquartered steel and construction materials group with a turnover of over 2,500 crore, 3,000+ employees, and a strong manufacturing base in Eastern India.

Role objective: Lead SRMB's channel-sales business across Eastern & Central Uttar Pradesh by delivering sustainable revenue, volume, market share, margin and collections through a high-performing team and a productive dealer-distributor network.

Key Responsibilities

Own the Eastern & Central Uttar Pradesh annual operating plan, sales strategy, territory priorities and execution roadmap for TMT and applicable steel products.

Deliver state-level revenue, sales volume, realisation, contribution/margin, sales P&L, market-share and return-on-investment targets.

Build, expand and strengthen the dealer and distributor network across existing, underpenetrated and white-space markets in Eastern & Central Uttar Pradesh.

Drive primary sales, secondary sales and retail off-take; improve active dealer count, outlet productivity and repeat business.

Appoint commercially sound channel partners after evaluating territory potential, infrastructure, financial strength, market reputation and expected ROI.

Set territory-wise targets and review achievement by area, branch, salesperson, distributor, dealer, product and market segment.

Lead, coach and develop the state sales team, including regional/area managers, territory managers, sales officers and sales support resources.

Plan manpower deployment, recruitment, induction, capability building, performance improvement and succession for critical sales positions.

Maintain price, discount, scheme and credit discipline while responding quickly to local market conditions and competitive movements.

Partner with Finance and Commercial teams to control credit exposure, overdue payments, claims, schemes, reconciliations and collection cycles.

Improve channel-partner profitability and ROI through better product mix, throughput, inventory rotation, market activation and working-capital discipline.

Coordinate demand forecasting, stock planning, dispatch priorities and service levels with Supply Chain, Plant, Logistics and Commercial teams.

Build engagement with dealers, distributors, retailers, builders, contractors, engineers, architects and other market influencers.

Plan dealer meets, retailer meets, mason/contractor engagement, local activations and market-development programmes with the Branding/Marketing team.

Track competition, pricing, schemes, product availability, capacity additions, market trends and emerging customer requirements across Eastern & Central Uttar Pradesh.

Resolve channel conflict, service issues, supply concerns and escalated customer complaints with speed and commercial judgement.

Maintain accurate CRM/MIS, sales forecasts, pipeline reviews, market intelligence and action trackers for management reporting.

Ensure ethical sales practices, policy compliance, documentation discipline and responsible use of company resources.

Qualification and Experience

Graduate in any discipline; MBA/PGDM in Sales or Marketing is preferred.

12-20 years of progressive channel-sales experience, with meaningful responsibility for a state or large multi-territory business.

Strong preference for Steel/TMT experience. Candidates from Cement or closely related Building Materials may be considered if they have deep channel-market exposure.

Proven knowledge of the Eastern and Central Uttar Pradesh market, including key cities, districts, trade channels, competitor landscape and channel economics.

Demonstrated leadership experience in handling a geographically distributed sales team and multiple channel partners.

Career stability is essential: candidates should normally have spent at least 3-4 years in each of their recent substantial assignments.

Candidate should be based in Lucknow or Varanasi, or willing to relocate to either location, and travel extensively across Eastern & Central Uttar Pradesh.

Required Skills

Channel and Commercial Leadership

Dealer and distributor appointment, development, retention and performance management

Primary sales, secondary sales, retail expansion and market-coverage planning

Revenue, volume, realisation, margin, sales P&L and market-share ownership

Channel-partner ROI, working-capital understanding and profitability improvement

Pricing, schemes, credit control, collections and overdue management

Annual operating plans, budgeting, forecasting and target cascading

Territory mapping, white-space expansion and competitor analysis

People and Execution Leadership

Large-team handling, target allocation, coaching and performance management

Structured sales reviews, KPI governance and corrective action planning

Strong negotiation, influencing and channel-conflict resolution

Cross-functional coordination with Finance, Commercial, Supply Chain, Logistics, Plant and Marketing

Data-based decision-making, advanced Excel/MIS capability and working knowledge of CRM/ERP systems

High ownership, market orientation, execution discipline and integrity

Key Performance Indicators

Revenue, sales volume, growth and achievement against state targets

Market share, product mix, price realisation and contribution/margin

Active distributors, active dealers, productive outlets and geographic coverage

Primary-to-secondary sales conversion and retail off-take

Collection efficiency, overdue control, credit exposure and days sales outstanding

Channel-partner throughput, inventory rotation, profitability and ROI

Team productivity, target achievement, capability development and retention

Forecast accuracy, stock availability, service levels and complaint resolution

Preferred Candidate Profile

A commercially strong, field-oriented sales leader with a deep understanding of the dealer-distributor markets of Eastern and Central Uttar Pradesh. The candidate should combine strategic planning with disciplined execution, build long-term channel relationships, develop teams and take full ownership of revenue, collections, profitability and sustainable market growth.