State Head - Channel Sales (Rajasthan)

About the Company

SRMB Group is a 75+ year old Kolkata-headquartered steel and construction materials group with a turnover of over ₹2,500 crore, 3,000+ employees, and a strong manufacturing base in Eastern India.

About the Role

Lead SRMB's channel-sales business across Rajasthan by delivering sustainable revenue, volume, market share, margin and collections through a high-performing team and a productive dealer-distributor network.

Responsibilities

- Own the Rajasthan annual operating plan, sales strategy, territory priorities and execution roadmap for TMT and applicable steel products.
- Deliver state-level revenue, sales volume, realisation, contribution/margin, sales P&L;, market-share and return-on-investment targets.
- Build, expand and strengthen the dealer and distributor network across existing, underpenetrated and white-space markets in Rajasthan.
- Drive primary sales, secondary sales and retail off-take; improve active dealer count, outlet productivity and repeat business.
- Appoint commercially sound channel partners after evaluating territory potential, infrastructure, financial strength, market reputation and expected ROI.
- Set territory-wise targets and review achievement by area, branch, salesperson, distributor, dealer, product and market segment.
- Lead, coach and develop the state sales team, including regional/area managers, territory managers, sales officers and sales support resources.
- Plan manpower deployment, recruitment, induction, capability building, performance improvement and succession for critical sales positions.
- Maintain price, discount, scheme and credit discipline while responding quickly to local market conditions and competitive movements.
- Partner with Finance and Commercial teams to control credit exposure, overdue payments, claims, schemes, reconciliations and collection cycles.
- Improve channel-partner profitability and ROI through better product mix, throughput, inventory rotation, market activation and working-capital discipline.
- Coordinate demand forecasting, stock planning, dispatch priorities and service levels with Supply Chain, Plant, Logistics and Commercial teams.




- Build engagement with dealers, distributors, retailers, builders, contractors, engineers, architects and other market influencers.
- Plan dealer meets, retailer meets, mason/contractor engagement, local activations and market-development programmes with the Branding/Marketing team.
- Track competition, pricing, schemes, product availability, capacity additions, market trends and emerging customer requirements across Rajasthan.
- Resolve channel conflict, service issues, supply concerns and escalated customer complaints with speed and commercial judgement.
- Maintain accurate CRM/MIS, sales forecasts, pipeline reviews, market intelligence and action trackers for management reporting.
- Ensure ethical sales practices, policy compliance, documentation discipline and responsible use of company resources.

Qualifications

- Graduate in any discipline; MBA/PGDM in Sales or Marketing is preferred.
- 12-20 years of progressive channel-sales experience, with meaningful responsibility for a state or large multi-territory business.
- Strong preference for Steel/TMT experience. Candidates from Cement or closely related Building Materials may be considered if they have deep channel-market exposure.
- Proven knowledge of the Rajasthan market, including key cities, districts, trade channels, competitor landscape and channel economics.
- Demonstrated leadership experience in handling a geographically distributed sales team and multiple channel partners.
- Career stability is essential: candidates should normally have spent at least 3-4 years in each of their recent substantial assignments.
- Candidate should be based in Jaipur or willing to relocate to Jaipur and travel extensively across Rajasthan.

Required Skills

- Channel and Commercial Leadership.
- Dealer and distributor appointment, development,



retention and performance management.
- Primary sales, secondary sales, retail expansion and market-coverage planning.
- Revenue, volume, realisation, margin, sales P&L; and market-share ownership.
- Channel-partner ROI, working-capital understanding and profitability improvement.
- Pricing, schemes, credit control, collections and overdue management.
- Annual operating plans, budgeting, forecasting and target cascading.
- Territory mapping, white-space expansion and competitor analysis.
- People and Execution Leadership.
- Large-team handling, target allocation, coaching and performance management.
- Structured sales reviews, KPI governance and corrective action planning.
- Solid negotiation, influencing and channel-conflict resolution.
- Cross-functional coordination with Finance, Commercial, Supply Chain, Logistics, Plant and Marketing.
- Data-based decision-making, advanced Excel/MIS capability and working knowledge of CRM/ERP systems.
- High ownership, market orientation, execution discipline and integrity.

Key Performance Indicators

- Revenue, sales volume, growth and achievement against state targets.
- Market share, product mix, price realisation and contribution/margin.
- Active distributors, active dealers, productive outlets and geographic coverage.
- Primary-to-secondary sales conversion and retail off-take.
- Collection efficiency, overdue control, credit exposure and days sales outstanding.
- Channel-partner throughput, inventory rotation, profitability and ROI.
- Team productivity, target achievement, capability development and retention.
- Forecast accuracy, stock availability, service levels and complaint resolution.

Preferred Candidate Profile A commercially strong, field-oriented sales leader with a deep understanding of Rajasthan's dealer-distributor market. The candidate should combine strategic planning with disciplined execution, build long-term channel relationships, develop teams and take full ownership of revenue, collections, profitability and sustainable market growth.

Pay range and compensation package

Indicative CTC: ₹12-18 LPA, based on experience and role fit.

📌 State Head (Jaipur)
🏢 SRMB Steel
📍 Jaipur