Territory Manager (Trade Sales)

Job Role - Trade Sales

Designation/Title-Executive/Sr Executive/TM

Qualification-Graduate/MBA

Experience Range -2-8 Years

Location - Pune

Entity - Legrand

Key Focus

The primary focus of this role is to achieve the expected primary sales and revenue targets of new and existing products through the retail segment.

Roles and Responsibilities

-Achieve primary sales and revenue targets across all products assigned to the respective territory.

-Identify, select, appoint, develop and terminate distributors in line with organizational policies.

-Implement the distribution strategy as per guideline.

-Continuously expand the geographical spread of the product availability in the assigned territory.

-Ensure targeted contribution of new products to the overall sales through the retail segment.

-Establish new products in the region and consolidate market share of existing products in the retail segment.

-Build effective relations with all channel partners.

-Manage and attain the daily sales outstanding (DSO) at the desired and expected levels of all the channel partners.

-Ensure strict compliance towards channel documentation in line with the organizational policies.

-Execute channel schemes in strict adherence to organizational guidelines.

-Monitor and report relevant market and business intelligence like market development, competition analysis, pricing and scheme strategies, etc.

-Create brand awareness through merchandizing, in-shop displays, etc.

-Organize local promotional strategies through retailer meets, electrician meets, pilot management, etc.

-Constantly develop channel by providing adequate and timely support.

-Co-ordinate with the regional commercial team for timely billing, material dispatches and channel accounting.

Individual Excellence Level

Functional Competencies

• Performance excellence
• Customer engagement excellence
• Productivity excellence
• Initiative excellence
• People excellence
• Relationship excellence
• Process excellence

• Excellent critical thinking and analytical skills
• Excellent communication and presentation skills (verbal & written)
• Business acumen
• Keen attention to detail
• Stakeholder management

Qualifications, Role-Specific Knowledge, and Experience

• Should have an experience in project sales and product sales.
• In-depth understanding of Retail Sales
• Should have exposure in solutions and product sales.
• Competent in managing Channels, Dealers, and Retailers.
• Strong analytical and business acumen.