1. JOB PURPOSE

The Sales Officer Trade Sales is responsible for achieving assigned trade sales targets within the designated territory by executing organizational sales strategies, driving secondary sales, strengthening dealer engagement, ensuring product availability, and maintaining disciplined sales processes. The role ensures effective execution at the market level through dealer management, customer servicing, demand generation, competitor tracking, and adherence to company policies, systems, and credit discipline.
1. ORGANISATIONAL CHART

National Sales Head State Head Zonal Head / State Head Technical Services Sales Manager Sales Officer
1. PRINCIPAL ACCOUNTABILITIES

Sales Execution & Target Achievement

- Drive achievement of assigned sales targets in line with business objectives and territory plans.
- Execute sales strategies and market development initiatives to maximize volume, revenue, and market share.
- Monitor sales performance trends and implement corrective actions to address gaps.
- Support demand planning and forecasting to ensure effective market coverage and product availability.
- Ensure effective execution of customer and channel engagement plans.

KPIs

- Sales Target Achievement (%)
- Revenue Growth (%)
- Market Coverage Effectiveness
- Forecasting & Planning Accuracy
- Sales Performance Improvement

Sales Operations

- Ensure efficient execution of sales operations and seamless product availability across channels.
- Coordinate with internal stakeholders to support timely order fulfillment and service delivery.
- Maintain accurate sales records, reporting, and operational data.
- Drive effective implementation of promotional and market activation initiatives.
- Monitor market trends, competitor activities, and customer requirements to support business decisions.

KPIs

- Operational Efficiency
- Timeliness and Accuracy of Reporting
- Product Availability & Service Levels
- Execution Effectiveness of Market Initiatives
- Market Intelligence Effectiveness

Dealer & Channel Management

- Develop and maintain strong relationships with channel partners to drive business growth.
- Support channel expansion, activation, and capability development initiatives.
- Ensure timely resolution of partner concerns and enhance channel engagement.
- Drive retail visibility, market presence, and channel performance improvement.

KPIs

- Channel Partner Satisfaction Score




- Channel Retention & Development Rate
- Partner Engagement Effectiveness
- Channel Expansion Achievement
- Resolution Effectiveness of Partner Issues

Finance, Collection & Credit Discipline

- Ensure adherence to credit policies, collection processes, and financial controls.
- Monitor outstanding receivables and support timely collections.
- Identify and escalate potential financial and credit risks.
- Support realization improvement and effective working capital management.
- Maintain discipline in financial transactions and reporting.

KPIs

- Collection Efficiency
- Credit Compliance Adherence
- Outstanding Management Effectiveness
- Financial Risk Mitigation
- Realization Achievement

Customer Management & Market Development

- Strengthen customer relationships through responsive service and proactive engagement.
- Support customer issue resolution and service excellence initiatives.
- Gather market insights and customer feedback to identify growth opportunities.
- Enhance brand visibility and market presence through targeted engagement activities.
- Support development of retailer, influencer, and customer networks.

KPIs

- Stakeholder Satisfaction Score
- Issue Resolution Effectiveness
- Market Development Achievement
- Customer Engagement Effectiveness
- Brand Visibility & Outreach Effectiveness

People & Professional Effectiveness

- Demonstrate ownership, accountability, and execution excellence in daily responsibilities.
- Continuously build professional capabilities and functional expertise.
- Collaborate effectively with internal stakeholders to achieve business objectives.
- Maintain a customer-focused and qualified approach in all interactions.
- Contribute positively to team performance and organizational culture.

KPIs

- Learning & Development Participation
- Individual Performance Achievement
- Collaboration & Team Effectiveness
- Professional Conduct & Behavioral Effectiveness
- Capability Development Progression

1. MAJOR CHALLENGES





- Competing with low-priced local cement brands
- High price sensitivity in rural and semi-urban markets
- Achieving consistent secondary sales in fragmented markets
- Managing dealer expectations and credit pressure
- Ensuring timely stock availability and logistics coordination

1. INTERACTIONS

Internal

- Sales Manager / ASM
- Logistics Team
- Technical Services
- Finance / Accounts
- Marketing Team
- Sales Accounts

External

- Dealers
- Retailers

1. DIMENSIONS

Financial Dimension

- Monthly Sales Volume (MT)
- Territory Revenue Contribution
- Collection Efficiency
- Scheme Utilization Impact

Other Dimension

- Dealer Activation Count
- Market Coverage Efficiency
- Customer Reach Expansion
- Retail Outlet Growth

1. COMPETENCIES

Behavioural Competencies

- Change Championship
- Collaborative Mindset
- Decision Making & Action Orientation
- Learning Agility and Innovation
- Planning Excellence

Technical Competencies

- Business Acumen
- Competitive Awareness
- Dealer Performance Management and Development
- Sales Operations/Process Know How
- Sales Planning

1. SKILLS AND KNOWLEDGE

Educational Qualification(s): Graduation/Post-Graduation with specialization in Marketing Nature of Experience: Front-end Sales experience preferably in cement or manufacturing organization

Duration of Experience: 3-5 years of experience in front-ending sales activities

Role Specific Competencies

- Basic Cement Product Knowledge
- Sales Execution & Field Discipline
- Dealer Relationship Management
- Market Awareness & Competitor Tracking
- Sales Process & SOP Understanding
- Basic Business Acumen
- Communication & Coordination Skills

1. INFERENCE

- The Officer – Trade Sales plays a critical frontline role in driving market execution, sales growth, and channel effectiveness at the territory level. Success in this role depends on strong execution discipline, effective dealer and customer relationship management, and consistent market coverage.

The role requires close coordination with cross-functional teams to ensure seamless service delivery, product availability, and customer satisfaction. Operating in a dynamic and competitive market environment, the incumbent is expected to drive demand generation, strengthen brand visibility, and contribute to sustainable business growth through proactive field engagement and operational excellence.

📌 Sales Officer (Ahmedabad)
🏢 EY
📍 Ahmedabad