Key Accountabilities, Responsibilities & Authorities

1. Sales Target Achievement

Responsibilities

- Achieve primary and secondary sales targets for the assigned territory.
- Ensure timely collection of outstanding payments from customers and dealers.
- Develop and implement territory sales plans to maximize revenue and market share.
- Monitor sales performance and take corrective actions to achieve business objectives.
- Maintain regular customer engagement to drive product adoption and repeat business.

Authorities

- Plan and execute territory sales strategies.
- Approve customer-specific sales plans within approved guidelines and limits.
- Recommend corrective sales actions to improve performance.

2. Customer Base Expansion

Responsibilities

- Identify, evaluate, and onboard current customers and channel partners.
- Conduct market potential mapping and develop customer extraction plans.
- Expand business opportunities in existing and untapped markets.
- Ensure effective coverage of all key market segments within the territory.
- Support dealer development and productivity enhancement initiatives.

Authorities

- Recommend and finalize dealer appointments based on market potential and business requirements.
- Conduct preliminary assessment of prospective customers and dealers.
- Propose customer acquisition initiatives for management approval.

3. Market Intelligence

Responsibilities

- Monitor competitor activities, pricing strategies, schemes, and new product launches.
- Gather and analyze market trends, customer preferences, and industry developments.
- Provide regular market intelligence reports to management.
- Support business planning through actionable market insights.

Authorities

- Recommend changes in sales strategies based on market and competitor analysis.
- Share relevant competitive intelligence with internal stakeholders.
- Suggest new business opportunities and territory development initiatives.

4. Key Account Management

Responsibilities





- Develop and maintain strong relationships with strategic and high-potential customers.
- Build brand preference and strengthen customer loyalty among key accounts.
- Regularly engage with key decision-makers to understand business requirements.
- Ensure high levels of customer satisfaction and service support.
- Monitor key account performance and growth opportunities.

Authorities

- Customize engagement and business development plans for key accounts.
- Escalate critical customer issues and strategic account requirements to management.
- Negotiate routine commercial matters within approved limits.

5. Promotional Activities

Responsibilities

- Conduct in-house seminars, product demonstrations, customer meets, and promotional campaigns.
- Coordinate with marketing teams to execute branding and lead-generation activities.
- Promote product awareness and application knowledge among customers and dealers.
- Track effectiveness of promotional activities and recommend improvements.

Authorities

- Approve event formats and execution plans within assigned budgets and guidelines.
- Coordinate with marketing and technical teams for customer engagement programs.
- Recommend promotional initiatives to enhance market penetration.

6. Network Expansion

Responsibilities

- Expand and strengthen the dealer network based on territory potential.
- Ensure effective geographic coverage and customer service levels across the region.
- Monitor dealer performance and support business growth initiatives.
- Conduct regular dealer reviews and capability assessments.
- Drive dealer engagement and development programs.

Authorities

- Recommend new dealer locations based on business opportunities and market analysis.
- Provide inputs on dealer performance evaluation and retention decisions.
- Support dealer onboarding and development activities.

Required Competencies

- Sales & Negotiation Skills
- Customer Relationship Management
- Territory Management
- Dealer Development
- Market Analysis & Business Planning
- Communication & Presentation Skills
- Problem Solving & Decision Making
- Result Orientation
- Commercial Acumen
- Team Collaboration and Stakeholder Management.

📌 Business Sales Manager (Ahmedabad)
🏢 POLYCAB
📍 Ahmedabad