Territory Sales Manager

MARS PETROCHEM PVT. LTD.
JOB DESCRIPTION
Job TitleTerritory Manager SalesCompanyMars Petrochem Pvt. Ltd.LocationMumbai / Navi Mumbai / GujaratDepartmentSales & MarketingReporting ToSales HeadTeam ResponsibilityManage and guide Territory Sales TeamCTCAs per Industry Standards

About Mars Petrochem Private Limited
Mars Petrochem Pvt. Ltd. is a Mumbai-headquartered lubrication solutions company with over 70 years of legacy in the industrial oils sector. Incorporated in 2007, the company has grown into a strong distribution and service network across India.
Mars Petrochem is an authorized distributor and channel partner for Mobil-branded Automotive and Industrial Lubricants and the exclusive distributor for Mobil-branded Marine Lubricants in India. The company is recognized as the No. 1 Mobil Channel Partner in India and has received four Circle of Excellence Asia Pacific awards from ExxonMobil, most recently in 2024. The company is also an authorized distributor for Goodyear Tyres in Mumbai.
Role Overview
We are looking for an experienced and result-oriented Territory Manager to take ownership of the assigned territory, drive sales and business development, manage customer relationships, and lead the territory sales team. The Territory Manager will be responsible for achieving territory sales targets, developing new customers, expanding existing business, guiding team members, monitoring market activities, and ensuring effective execution of sales strategies.
Key Responsibilities
Territory Sales Management

• Take complete ownership of sales performance and business growth within the assigned territory.
• Achieve monthly, quarterly and annual sales targets.
• Develop and execute territory-wise sales plans and strategies.
• Monitor territory potential and identify opportunities for business expansion.

Team Management & Leadership

• Lead, manage and motivate the territory sales team.
• Allocate territories/customers and ensure effective coverage by team members.
• Set individual targets and monitor team performance against agreed KPIs.
• Conduct regular team reviews and provide coaching, guidance and performance feedback.
• Support team members in customer meetings, negotiations and business closures.
• Ensure discipline, reporting, attendance and field productivity of the team.

Business Development

• Identify and acquire new customers and business opportunities.
• Expand business with existing customers and improve product penetration.
• Develop new markets, industries, dealers and channel opportunities within the territory.
• Convert product trials and enquiries into regular business.

Customer Relationship Management

• Build and maintain strong relationships with customers, dealers and key decision-makers.
• Understand customer requirements and coordinate appropriate product solutions.
• Address customer complaints and ensure timely resolution through internal coordination.
• Ensure high customer satisfaction and retention.

Sales & Market Execution

• Ensure effective implementation of company sales strategies and promotional activities.
• Monitor competitor activities, pricing, market trends and customer movements.
• Identify market gaps and recommend suitable business strategies.
• Ensure proper follow-up on leads, enquiries, quotations and trials.

Technical & Commercial Coordination

• Coordinate product trials and technical requirements with the relevant internal teams.
• Support preparation of quotations, proposals and commercial negotiations.
• Ensure proper communication of product benefits and technical solutions to customers.

Reporting & Performance Monitoring

• Maintain accurate CRM and sales records.
• Review daily/weekly/monthly sales and team performance.
• Prepare territory sales forecasts and business plans.
• Submit regular reports on sales, customer visits, new leads, trials, collections and market developments.

Payment Collection & Business Discipline

• Monitor customer outstanding payments and support timely collection.
• Coordinate with the finance/internal teams regarding payment issues.
• Ensure sales are generated with appropriate commercial discipline and company policies.

Education & Experience

• Graduate / B.E. Mechanical / Chemical / Production / Automobile / Industrial Engineering preferred.
• MBA Marketing / Sales preferred.
• 5-10 years of experience in B2B Industrial Sales / Lubricants / Automotive / Industrial Products / Channel Sales.
• Prior experience in team handling and territory management preferred.
• Strong experience in achieving sales targets and developing new business.

Skills Required

• Territory & Sales Management
• Team Leadership & People Management
• Business Development
• B2B / Industrial Sales
• Customer Relationship Management
• Strategic Selling
• Negotiation & Commercial Skills
• Technical Sales
• Market Intelligence
• Target Planning & Execution
• Payment Collection
• CRM & Reporting
• MS Office
• Strong Communication & Presentation Skills

Performance Metrics (KPIs)

• Territory Revenue Achievement
• Team Target Achievement
• New Customer Acquisition
• Existing Account Growth
• Product / Territory Penetration
• Trial Conversion
• Customer Retention
• Team Productivity & Field Coverage
• Payment Collection
• Customer Satisfaction
• Sales Forecast Accuracy
• Individual Team Performance

Growth Path
Territory Manager Area Sales Manager Regional Sales Manager Zonal Sales Manager National Sales Manager
To Apply
Email: [email removed]
Mars Petrochem Pvt. Ltd. | Job Description