Territory Sales Manager - Professional Distribution

Role & responsibilities

Drive Professional Distribution (PD) business growth by building and managing a robust channel ecosystem (distributors, retailers, electricians, small contractors), ensuring strong secondary sales in Small & Medium Projects, and establishing PD as a scalable and sustainable revenue stream

Key Responbilities:

A. Business Growth & Sales Delivery

• Own and deliver sales targets for the assigned territory
• Drive PD revenue growth through structured funnel and pipeline management
• Ensure achievement of monthly / quarterly sales budgets

B. Channel Development & Expansion

• Identify, appoint and onboard distributors / channel partners in line with territory strategy
• Expand retail counter coverage, small contractor and electrician network reach
• Strengthen distributor viability, ROI, and stock rotation

C. Secondary Sales & Market Activation

• Drive counter-level activations: retailer visits, electrician & contractor meets, market campaigns.
• Execute visibility programs and product push initiatives
• Ensure strong offtake from distributor to retail

D. Product Commercialization

• Ensure placement of new PD products across channel partners
• Drive focused SKU push and mix improvement
• Gather market feedback for product gaps and pricing inputs

E. Distributor & Stakeholder Management

• Build and maintain strong relationships with:
• Distributors
• Retailers / Electrical counters & contractors
• Electricians / influencers / Small Contractors
• Resolve commercial and operational issues to ensure smooth business flow

F. Sales Planning & Review

• Conduct weekly funnel reviews and performance tracking
• Monitor:
• Sales vs target
• Stock levels
• Collection efficiency
• Drive corrective actions for underperforming geographies

G. Collections & Working Capital Management

• Ensure timely collections from channel partners
• Control outstanding and credit risk exposure
• Coordinate with finance for credit discipline

H. Customer Experience & Service Coordination

• Ensure timely after-sales support and service closures

Minimize returns through proactive issue resolution

KEY PERFORMANCE INDICATORS (KPIs)

• Sales Target Achievement (%)
• Electricians / Small B2B contactors connect/expansion/enrolling.
• Channels Appointment, ROI & Throughput
• Product Placement & Mix

WORK EXPERIENCE

• 5+ Years of experience in any electrical industry
• Experience in the field of industry like light fixtures, LV S/G, Wires & cables, junction boxes, panels, communication equipment would be preferable.

Preferred candidate profile