Territory Manager -Sales-Kerala-DGM

Yamaha Motor India Sales

Job Description
Position
Designation: Deputy General Manager (DGM) - Territory Manager Sales
Location: Kerala (Kochi)
Function: Sales & Business Development
Reporting To: Zonal Head Sales

Position Summary
The DGM - Territory Manager Sales will be responsible for driving sales growth, market penetration, channel development, and business profitability across Kerala. The role requires strategic planning, execution excellence, distributor management, key account development, team leadership, and achievement of territory sales objectives while ensuring strong customer relationships and market share expansion.

Key Responsibilities
Business Development & Sales Management

• Develop and implement territory sales strategies aligned with organizational goals.
• Achieve monthly, quarterly, and annual sales targets for Kerala territory.
• Identify growth opportunities and drive market expansion across assigned regions.
• Monitor market trends, competitor activities, and customer requirements.
• Ensure revenue growth, profitability, and market share enhancement.

Channel Management

• Appoint, manage, and develop distributors, dealers, and channel partners.
• Strengthen channel network and improve secondary sales performance.
• Monitor distributor ROI, inventory levels, and sales productivity.
• Conduct periodic business reviews with channel partners.

Key Account Management

• Build and maintain relationships with key institutional customers and major accounts.
• Negotiate commercial agreements and contract terms.
• Drive customer retention and long-term business partnerships.
• Ensure effective resolution of customer issues and escalations.

Team Leadership

• Lead, motivate, and develop the sales team across Kerala.
• Set performance objectives and monitor execution.
• Conduct regular coaching, training, and performance reviews.
• Foster a high-performance and result-oriented culture.

Market Intelligence

• Gather market insights and identify emerging business opportunities.
• Track competitor pricing, promotional activities, and product movements.
• Provide recommendations on product positioning and go-to-market strategies.

Planning & Reporting

• Prepare sales forecasts, business plans, and budgets.
• Monitor sales KPIs and ensure timely reporting.
• Review territory performance and implement corrective actions where required.
• Ensure compliance with company policies and business processes.

Key Performance Indicators (KPIs)

• Achievement of sales and revenue targets
• Market share growth
• Distributor productivity and expansion
• Secondary sales growth
• Collection efficiency and receivables management
• New customer acquisition
• Team productivity and performance
• Customer satisfaction and retention

Educational Qualification

• Bachelor's Degree in Business, Marketing, Engineering, Commerce, or related discipline.
• MBA / PGDM in Marketing or Sales preferred.

Experience

• 12 to 18 years of experience in Sales and Business Development.
• Minimum 5 years in a leadership role managing a large territory or state.
• Strong experience in channel sales, distributor management, and team handling.
• Experience handling Kerala market is highly preferred.

Key Competencies

• Strategic Sales Planning
• Business Development
• Channel & Distribution Management
• Negotiation & Influencing Skills
• Team Leadership & People Management
• Customer Relationship Management
• Market Intelligence & Analytics
• Financial Acumen
• Problem Solving & Decision Making
• Communication & Presentation Skills