– SALES MANAGER

Department: Sales

Position: Sales Manager

Reporting To: Director / Managing Director

Team: Entire Sales Team

Location: Ahmedabad

1. Job Purpose

The Sales Manager will be responsible for leading, managing, and developing the entire sales team to achieve the company's sales, revenue, and profitability targets. The person will be responsible for planning sales strategies, allocating targets, monitoring team performance, developing customers, generating new business, and ensuring consistent achievement of monthly, quarterly, and annual targets.

1. Key ResponsibilitiesA. Sales Target & Business Achievement

- Take complete responsibility for achieving the company's monthly, quarterly, and annual sales targets .
- Break down company targets into individual targets for each sales team member .
- Prepare sales plans and strategies to achieve assigned targets.
- Monitor target vs. actual sales on a daily and weekly basis.
- Take immediate corrective action when targets are not being achieved.
- Focus on sales growth, revenue generation, profitability, and market expansion.

B. Sales Team Management
- Lead and manage the complete Sales Team.
- Allocate customers, territories, leads, and responsibilities among team members.
- Set clear KRA and KPI for every salesperson.
- Conduct regular sales meetings and performance reviews.
- Monitor daily activities, customer visits, enquiries, quotations, follow-ups, and order conversion.
- Motivate and guide the team to improve performance.
- Identify weak performers and prepare improvement plans.
- Ensure discipline and adherence to company policies and working hours.
- Train new team members and continuously develop the sales team's skills.

C. Lead & Customer Management
- Ensure every enquiry and lead is properly recorded and followed up.
- Monitor the complete sales cycle from Lead → Enquiry → Quotation → Negotiation → Order → Payment/Collection .
- Ensure no important enquiry or customer prospect is missed.
- Develop relationships with key customers and decision-makers.
- Personally handle major/key accounts and important negotiations.
- Develop new customers and new market opportunities.

D. CRM & Reporting
- Ensure the sales team maintains accurate and updated CRM records .
- Review CRM activities regularly.
- Monitor:
- New leads
- Customer visits
- Enquiries
- Quotations
- Follow-ups
- Order pipeline
- Lost opportunities
- Expected orders
- Sales conversion ratio




- Prepare daily/weekly/monthly sales reports for management.
- Provide accurate sales forecasts to management.

E. Market Development
- Identify new markets, industries, territories, and customer segments.
- Study competitors, pricing, products, and market trends.
- Develop strategies to increase the company's market share.
- Explore new business opportunities, channel partners, dealers, and distributors.
- Support the company in developing export and new-market opportunities where required.

F. Coordination with Other Departments

Coordinate closely with

- Production
- Service
- Purchase
- Accounts
- Dispatch
- Management

Ensure smooth execution of customer orders and timely resolution of customer issues. G. Collections & Commercial Control
- Support the team in achieving timely customer payments.
- Monitor outstanding payments related to sales.
- Coordinate with Accounts for overdue collections.
- Ensure sales are commercially viable and within approved company policies.
- Avoid unnecessary discounts and protect company margins.

1. Key Performance Indicators (KPI)

The Sales Manager will be evaluated primarily on: KPIResponsibilitySales Target Achievement100%+ of assigned targetRevenue GrowthYear-on-year growthTeam Target AchievementOverall team performanceNew Customer DevelopmentNew customers/ordersLead ConversionImprove conversion ratioSales PipelineMaintain healthy pipelineCustomer VisitsPlanned vs. actualQuotation ConversionImprove conversionCollectionTimely payment realizationGross MarginMaintain approved marginsCRM Discipline100% updated activitiesTeam ProductivityImprove individual performance
1. Daily Responsibilities

- Review previous day's sales activities.
- Check pending enquiries and follow-ups.
- Review important quotations and negotiations.
- Monitor sales team's daily customer visits and activities.
- Review expected orders for the day/week.
- Guide team members on difficult opportunities.
- Follow up on major customers personally.
- Update management on critical issues and opportunities.

1.



Weekly Responsibilities

- Conduct weekly sales review meeting.
- Review Target vs. Achievement .
- Review sales pipeline and expected orders.
- Review individual salesperson performance.
- Identify gaps and prepare an action plan.
- Review lost enquiries and reasons.
- Plan customer visits and business development activities for the following week.

1. Monthly Responsibilities

- Achieve monthly sales target.
- Review individual and team performance.
- Prepare monthly sales performance report.
- Prepare next month's sales plan.
- Review territory/customer-wise performance.
- Review new customer development.
- Review outstanding collections with Accounts.
- Present sales performance and future forecast to management.

1. Authority & Decision-Making

The Sales Manager should have authority to:
- Allocate leads and customers to sales executives.
- Set daily/weekly sales priorities.
- Monitor and review team performance.
- Recommend incentives and performance improvement plans.
- Recommend recruitment or replacement of sales team members.
- Escalate major customer and commercial issues to management.
- Recommend pricing/discounts within company-approved limits.

Major pricing, credit, discount, appointment, and strategic decisions will remain subject to management approval.

1. Required Skills

- Strong leadership and team-management skills.
- Excellent communication and negotiation skills.
- Strong customer relationship management.
- Target-oriented and result-driven approach.
- Good knowledge of sales processes and CRM.
- Ability to analyze sales data and prepare forecasts.
- Strong follow-up and closing skills.
- Ability to handle pressure and achieve deadlines.
- Good understanding of industrial/B2B sales will be preferred.

1. Experience & Qualification

Qualification: Graduate / MBA in Sales & Marketing preferred. Experience: 5–10+ years of sales experience, preferably in industrial products, DG sets, electrical equipment, engineering products, or B2B sales.

1. Core Expectation "The Sales Manager is not only responsible for managing the Sales Team but is ultimately responsible for making the team achieve the company's sales target."

The Sales Manager must Plan → Allocate → Monitor → Guide → Follow Up → Correct → Close → Achieve. Success is measured by results, team performance, customer development, and achievement of company targets.

📌 Sales Manager (Ahmedabad)
🏢 RADIANT POWER PROJECTS
📍 Ahmedabad