Job Description

Main Responsibilities As an Associate ManagerSales (Unitary Cooling Products) within the GT Sales department of the Unitary Products Sales division (General Trade), this role drives channel-led growth, strengthens distributor and direct dealer ecosystems, and ensures disciplined sales execution for Unitary Cooling Products through the General Trade (GT) network.

Department: GT Sales

Location - Ahmedabad

Channel and distribution management

- Build, nurture, and scale distributor and direct dealer networks to maximize market reach and availability.
- Drive both primary (to channel) and secondary (sell-out) sales with structured plans and weekly/monthly rhythms.
- Ensure distributor ROI, service levels, and inventory hygiene to maintain a healthy, motivated channel.

Dealer and partner relationship excellence

- Deepen partnerships through joint business planning, structured reviews, and timely resolution of issues.
- Lead assortment, pricing hygiene, and visibility at point of sale to strengthen brand presence.

Trade marketing and demand generation

- Execute trade schemes, promotions, and sell-out activations; measure uplift and optimize investments.
- Coordinate merchandising, product demos, and seasonal campaigns aligned to category priorities.

Governance and process rigor

- Enforce policy compliance on claims, credit norms, and documentation; maintain CRM/ERP hygiene.
- Monitor collections and overdues; escalate risks early and drive corrective action with partners.

Designation: Associate ManagerSales, Unitary Cooling Products

Business scope and ownership

- Own revenue delivery, coverage, and channel health for assigned markets and product lines within Unitary Cooling Products.




- Translate annual operating plans into executable monthly/weekly targets for partners and internal teams.

Leadership and collaboration

- Guide front-line sales/DSR teams (direct or dotted-line) toward consistent execution and capability building.
- Partner with Supply Chain for demand planning, Product/Category for mix and launch readiness, and Service for post-sales experience.

Performance cadence

- Run data-driven reviews (volume, value, mix, productivity, claim/debit notes, and collection metrics) with explicit action plans.
- Track competitive moves and relay market intelligence to inform pricing, schemes, and assortment.

Role: Sales Professional GT Sales

Core responsibilities

- Prospect and onboard productive channel partners aligned to coverage gaps and category priorities.
- Negotiate and close commercial terms within policy; ensure profitable, compliant growth.
- Execution excellence
- Deploy beat plans, outlet coverage, and promoter productivity models to drive sustained sell-out.
- Maintain accurate forecasts; align supply with demand to minimize stock-outs and excess.

Reporting and analytics

- Maintain accurate pipeline, secondary/tertiary tracking, and claims data; generate insights for course-correction.
- Use dashboards/CRM to institutionalize weekly performance tracking and hygiene.





Compliance and ethics

- Uphold company code of conduct, fair-trade practices, and documentation standards across all channel activities.
- Scope may flex across channels or product priorities based on business needs while remaining within GT Sales.

Education and employment terms

Qualifications: MBA/PGDBM

Nature of employment: On Probation; Probation period: 6 months.

Experience

- 5 to 12 years of relevant experience in General Trade/channel sales with demonstrated success in distributor and direct dealer management.
- Proven track record in driving primary and secondary sales, channel expansion, and trade program execution.

Functional competencies

- Channel and distribution management: Onboarding, ROI management, inventory hygiene, claim settlement, and credit/collection follow-up.
- Sales planning and execution: Target setting, beat planning, coverage expansion, demand forecasting, and seasonality management.
- Trade marketing: Scheme design/execution, visibility programs, and sell-out activations with measurable ROI.
- Commercial acumen: Negotiation within policy, margin/price hygiene, and disciplined claim documentation.
- Data proficiency: CRM/ERP usage, pipeline hygiene, and insight-led reviews for timely course-correction.

Behavioral competencies

- Result orientation and ownership with strong follow-through.
- Stakeholder management and collaboration across Supply Chain, Category/Marketing, Finance, and Service.
- Communication and negotiation skills suited to channel environments.
- Problem-solving, learning agility, and adherence to compliance and ethical standards.

📌 Sales Professional-GT Sales (Ahmedabad)
🏢 Blue Star
📍 Ahmedabad