Territory Manager will be responsible for driving PMD sales of a range of products- Structural and Thermal Management products-within the geographic territory of South India. This role focuses on both maintaining and expanding the customer base through direct and distribution channels and delivering the planned sales Matrices. Key responsibilities include identifying and converting prospective customers, generate healthy Sales Pipeline to support growth, conducting product trainings for distributors and end-users, and fostering long-term customer relationships. The role also involves gathering and communicating market and competitive intelligence, converting competitor business, achieving targeted order bookings, and regularly reviewing distributor performance to ensure sustained business growth.
Main Duties
1. Sales Management: Handle sales operations in the South region of India, ensuring alignment with company objectives.
2. Business Development:
Identify and develop recent customers and applications to generate incremental business opportunities.
3. Customer Engagement: Visit customers to conduct product trials, deliver technical/product training, address complaints, and ensure timely resolution of issues.
4. Distributor Management: Coordinate and manage the distributor network; monitor, analyze, and periodically review distributor performance (DPR) and report findings to the management team.
5. Sales Metrics & Planning: Achieve key business metrics including DSO (Days Sales Outstanding), accurate forecasting, order bookings, and meeting monthly and Annual Operating Plan (AOP) sales targets.
6. Key & Global Account Management: Manage and nurture relationships with key and global accounts to drive long-term growth.
7. Market Intelligence: Collect and communicate market trends, customer feedback, and competitor intelligence to inform strategic planning.
8. Technical Collaboration: Work closely with the te