SALES 4WTERRITORY HEAD

Position Details

Position: Sales 4W Territory Head

Function: Sales Marketing

Business: 4-Wheeler / Automotive

Reporting To: Branch Head

Location: PAN India

1. Job Purpose To drive profitablesales growth and market development for the 4W business within the assignedterritory by effectively managing sales operations, channel partners,customer relationships, distribution network, new product development, andfinancial performance.

The roleis responsible for translating business strategy into effective territory-levelaction plans and ensuring achievement of sales volume, revenue, marketshare, profitability, and customer satisfaction targets .

2. Education Experience

- B.Tech / Bachelor's Degree / Diploma; MBA preferred .
- Minimum 3+ years of experience in the automotive industry , preferably in 4-Wheeler / Passenger Vehicle / Commercial Vehicle / Auto Components / Tyres or allied automotive businesses.
- Experience across different geographies, markets, customer segments and distribution channels will be preferred.
- Proven experience in handling territory / regional sales operations and channel networks.

3. Functional Competencies

- Sales Strategy Action Plan Execution
- Business Development Growth Mindset
- Customer Relationship Management
- Financial Acumen
- Data Analytics Decision Making
- Negotiation Influencing Skills
- Problem Solving
- Channel / Distributor Management
- Market Intelligence Competitive Analysis
- Mentoring Coaching
- Communication Skills
- IT / Digital CRM Skills

4. Behavioral Competencies

- Result Orientation
- Collaboration Teamwork
- Motivation
- Ownership Accountability
- Managing Multi-location Teams
- Influence Persuasion
- Ability to Inspire Teams
- Customer Centricity
- Agility Adaptability
- Strategic Thinking

5. Key Responsibilities A. Profitable Business Growth Existing NewBusiness

- Drive overall 4W sales operations for the assigned territory.
- Develop and execute territory-level action plans to achieve LTP, annual sales budget and business objectives for group and non-group products.
- Deliver sales volume, revenue, market share and profitability targets.
- Identify and develop opportunities for new product lines, applications and customer segments .
- Expand business with existing customers and acquire new customers.
- Monitor territory performance through regular sales reviews and take corrective actions wherever required.
- Identify growth opportunities through market mapping, customer segmentation and competitive analysis.
- Ensure effective execution of product launches and new business initiatives.

B. Distribution Channel Management

- Develop, strengthen and sustain the 4W distribution network in the assigned territory.




- Execute and monitor Customer Relationship Management initiatives as per defined strategy and action plans.
- Drive secondary and tertiary sales activities to increase market demand and product off-take.
- Ensure optimum distributor / dealer coverage, inventory levels and product availability.
- Identify opportunities for network expansion and improve channel productivity.
- Ensure execution of network expansion and sustainability initiatives as per 3I/3R framework .
- Regularly assess distributor / dealer performance and develop improvement plans.
- Build strong relationships with key channel partners and ensure long-term business sustainability.

C. Customer Relationship Management

- Develop and maintain strong relationships with key customers, dealers, distributors and other stakeholders.
- Understand customer requirements and provide appropriate business solutions.
- Ensure timely resolution of customer complaints, commercial issues and service-related concerns.
- Conduct regular customer visits and business reviews.
- Develop strategic relationships with key accounts to increase share of business.
- Monitor customer satisfaction and identify opportunities for improving customer experience.

D. Financial Management

- Ensure timely payment collection from customers and channel partners.
- Ensure overdue outstanding remains within defined company norms.
- Monitor customer credit limits, receivables and territory-level working capital.
- Review outstanding ageing and drive corrective actions for delayed payments.
- Ensure healthy sales mix and profitability while achieving volume and revenue targets.
- Monitor schemes, discounts and commercial commitments within approved guidelines.

E. Market Development Intelligence

- Continuously monitor market trends, customer requirements and competitive activities.
- Track competitor pricing, product launches, channel strategies and market initiatives.
- Identify white spaces and untapped markets within the territory.
- Develop territory-wise market potential assessments and growth plans.
- Provide actionable market intelligence to the Regional / Zonal Sales Head and business leadership.

F. Sales Planning Performance Management

- Prepare monthly, quarterly and annual territory sales plans.
- Monitor actual performance against budgets,



forecasts and LTP.
- Analyze sales data, product mix, customer-wise performance and channel productivity.
- Conduct periodic performance reviews and implement corrective action plans.
- Ensure accurate sales forecasting and pipeline management.
- Use CRM, ERP and other digital tools effectively for sales planning and reporting.

G. Team Management Development

- Lead, mentor and coach the territory sales team to achieve business objectives.
- Set clear targets and KPIs for team members and monitor performance.
- Conduct regular field visits and joint customer / channel visits.
- Build a high-performance culture focused on ownership, collaboration and results.
- Identify capability gaps and arrange appropriate training and development.
- Motivate the team to achieve group goals and continuously improve productivity.

H. Governance Compliance

- Ensure adherence to company policies, processes and commercial guidelines.
- Maintain accurate sales, customer and channel records.
- Ensure timely submission of MIS, forecasts and management reports.
- Maintain appropriate controls over discounts, schemes, credit and collections.
- Ensure compliance with applicable statutory, ethical and organizational requirements.

6. Key Performance Indicators (KPIs)

- Territory Sales Volume
- Revenue Growth
- Gross / Contribution Margin
- Achievement against LTP Annual Budget
- Market Share Growth
- New Customer Acquisition
- Recent Product Sales
- Secondary Tertiary Sales Growth
- Distributor / Dealer Productivity
- Network Expansion Sustainability
- Collection Efficiency
- Overdue Outstanding
- Customer Retention Satisfaction
- Forecast Accuracy
- Team Productivity Capability Development

7. Key Stakeholders

Internal:

Regional Head Branch Head , Product Management, Marketing,Finance, Supply Chain, Customer Service, HR, Operations and Senior Management.

External:

Dealers, Distributors, Fleet Owners, OEMs / Key Accounts, Channel Partners, EndCustomers and other relevant market stakeholders.

8. Success Profile The idealcandidate should be a result-oriented automotive sales professional withstrong territory management, channel development and customer relationshipcapabilities. The candidate should demonstrate commercial understanding,analytical decision-making, negotiation skills and the ability to lead andinspire a multi-location sales team to deliver sustainable and profitablegrowth .

Disclaimer: This job posting and Location has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Head- Territory_Sales 4W (New Delhi)
🏢 UNO MINDA
📍 New Delhi