1. Business Growth & Revenue Achievement

- Deliver sales volumes, revenue, and contribution targets in line with annual business plans.
- Identify and capitalize on growth opportunities across existing and potential markets.
- Drive market penetration through effective customer engagement and channel development initiatives.
- Monitor market trends, competitor activities, and customer requirements to develop actionable business strategies.
- Ensure achievement of monthly, quarterly, and annual business objectives.

2. Working Capital & Profitability Management

- Ensure timely collection of receivables and maintain healthy debtor days through regular customer follow-up.
- Collaborate with customers and internal teams to resolve payment-related issues and expedite collections.
- Optimize inventory levels and manage discount structures to maximize profitability and contribution margins.
- Ensure timely submission and validation of invoices, claims, and supporting documents to facilitate payment processing.
- Drive initiatives to improve cash flow and working capital efficiency.

3. Channel Partner Management & Market Expansion

- Develop and strengthen channel partner capabilities to improve business performance and customer coverage.
- Identify, evaluate, and onboard current channel partners aligned with business growth objectives.
- Build strong relationships with existing channel partners and ensure sustained engagement.
- Drive channel productivity, business expansion, and market share growth.
- Monitor channel performance and implement improvement plans to enhance effectiveness and profitability.

4. Key Account Management

- Build and maintain long-term relationships with strategic customers and key accounts.




- Understand customer business needs and provide value-based solutions to enhance customer satisfaction.
- Develop account growth plans to increase wallet share and business volumes.
- Act as the primary point of contact for key customers and ensure timely resolution of business concerns.
- Drive customer retention and identify opportunities for cross-selling and business expansion.

5. Customer Experience & Process Excellence

- Strengthen customer relationships and continuously expand the enquiry and opportunity pipeline.
- Maintain accurate and complete business records, reports, and documentation in compliance with organizational requirements.
- Ensure adherence to established sales processes, policies, and governance standards.
- Collaborate with cross-functional teams to improve service levels and customer experience.
- Drive continuous improvement initiatives to enhance operational efficiency and business effectiveness.

6. Organizational Excellence & Compliance

- Contribute to Enterprise Risk Management initiatives by identifying risks and supporting mitigation plans.
- Drive operational excellence through the adoption of TPM, Kaizen, 5S, TOC, GreenCo, CII Business Excellence, and other continuous improvement methodologies.
- Ensure strict compliance with statutory requirements, company policies, and internal control processes.




- Participate in business improvement projects and organizational initiatives to enhance overall performance.
- Foster collaborative working relationships across functions to achieve business objectives.

Key Performance Indicators (KPIs)

- Achievement of sales volume and revenue targets.
- Contribution margin and profitability enhancement.
- Collection efficiency and reduction in overdue receivables.
- Channel partner productivity and expansion.
- Growth of key accounts and customer retention rate.
- Market penetration and enquiry generation.
- Compliance adherence and audit effectiveness.
- Implementation of operational excellence initiatives.

Requisite Qualification

Essential

- Bachelor's Degree in Engineering or Graduate in any discipline.

Preferred

- Bachelor's Degree in Engineering or Graduate in any discipline with MBA (Marketing).

Requisite Experience

Essential

- 4+ years of relevant experience for Engineering Graduates.
- 6+ years of relevant sales, channel management, or business development experience for Graduates from other disciplines.

Competencies & Skills

Functional Competencies

- B2B Sales and Business Development
- Channel Partner Management
- Key Account Management
- Commercial Acumen & Working Capital Management
- Negotiation and Influencing Skills
- Customer Relationship Management
- Market Intelligence and Opportunity Identification

Behavioural Competencies

- Result Orientation with Execution Excellence
- Customer Centricity
- Stakeholder Management and Collaboration
- Analytical Thinking and Problem Solving
- Ownership and Accountability
- Adaptability and Continuous Improvement Mindset
- Effective Communication and Relationship Building

📌 Institutional Sales Manager | Interio by Godrej | Delhi (Gurugram)
🏢 Godrej & Boyce (G&B)
📍 Gurugram