1. Job Purpose The position is responsible for driving the marketing and sales of SIOP products across South India, with a focus on construction, paints and other relevant application industries.

The role will be responsible for achieving sales and profitability targets, expanding market share, developing new customers and applications, managing distributor performance, and strengthening the company's presence and brand in the assigned territory.

The incumbent will also work closely with customers' R&D;/QC teams and internal Marketing, Quality Control, Plant and Process teams to understand customer requirements and support product approvals and application development.

2. Key Responsibilities

A. Sales & Business Development

- Achieve annual sales, volume, revenue and profitability targets as per the approved business plan.
- Develop and execute territory-wise sales strategies for SIOP products across South India.
- Identify and acquire new customers, applications and business opportunities.
- Develop existing accounts to increase sales volume, product penetration and share of wallet.
- Drive sales of new products and identify opportunities for product/application development.
- Maintain a healthy sales pipeline and ensure timely conversion of business opportunities.

B. Distributor & Channel Management

- Manage and develop distributors across the assigned territory.
- Monitor distributor sales performance, business growth, inventory and market coverage.
- Set distributor-wise targets and track achievement against agreed business plans.
- Identify gaps in distributor performance and take corrective actions.
- Develop new distribution channels wherever required to strengthen market reach.
- Ensure effective communication and coordination with distributors on pricing, products, market requirements and business opportunities.

C. Customer & Key Account Management

- Develop and maintain strong relationships with existing and prospective customers.
- Understand customer requirements, technical challenges and application needs.
- Coordinate with customers' R&D;/QC teams for product trials, evaluations and approvals.
- Follow up on product trials and ensure timely resolution of technical or commercial issues.
- Work towards increasing customer retention, satisfaction and long-term business relationships.

D. Market Development & Product Promotion

- Identify emerging market opportunities, applications and customer segments for SIOP products.
- Conduct regular market visits and gather information on market trends, customer requirements and competitor activities.




- Support the introduction and commercialization of new products.
- Promote the company's products and brand within the assigned territory.
- Provide market feedback to the Marketing and Product teams for product and business strategy development.

E. Cross-functional Coordination

- Coordinate with HO Marketing, Quality Control, Plant, Process and other internal functions to address customer requirements.
- Communicate customer feedback and technical requirements to the relevant internal teams.
- Support troubleshooting and resolution of customer complaints in coordination with QC/R&D;/Plant teams.
- Ensure smooth communication between customers, distributors and internal stakeholders.

F. Sales Reporting & MIS

- Submit regular sales, market and distributor performance reports to HO Marketing.
- Track sales against budget and provide periodic forecasts.
- Maintain accurate customer, distributor, sales pipeline and market information.
- Provide timely updates on market developments, competitor activities and business opportunities.
- Analyse sales performance and recommend corrective actions wherever required.

3. Key Performance Indicators (KPIs) The performance of the position will primarily be measured through:

- Achievement of annual sales/revenue targets.
- Sales volume and profitability growth.
- New customer acquisition.
- New product/application development.
- Market share and territory growth.
- Distributor performance and growth.
- Customer retention and business expansion.
- Conversion of product trials into commercial business.
- Collection/receivables performance, as applicable.
- Accuracy and timeliness of sales and market reports.

4. Candidate Profile

Education

- Bachelor's degree in Science, Engineering, Business Administration, Marketing or a related discipline.
- Master's/MBA in Marketing or a relevant discipline will be an advantage.

Experience

- 810+ years of relevant experience in B2B sales and marketing.
- Experience in chemical, construction, paints, coatings, building materials or related industries is preferred.
- Candidates with strong experience in selling products to construction,



paint/coating or other industrial customers will be preferred.
- Proven experience in distributor/channel management and territory development.
- Experience in technical selling, customer trials and product approvals will be an advantage.

5. Technical / Functional Competencies The candidate should have:

- Strong B2B sales and business development expertise.
- Good understanding of chemical products and their applications.
- Understanding of SIOP products/applications and willingness to learn the product portfolio quickly.
- Understanding of the construction, paints/coatings and allied industries.
- Ability to understand customer technical problems and coordinate with Plant/R&D;/QC teams to identify solutions.
- Ability to understand product specifications, applications and customer requirements.
- Strong distributor/channel management skills.
- Territory management and market development expertise.
- Customer relationship and key account management skills.
- Sales forecasting, pipeline management and MIS/reporting skills.
- Positive commercial acumen, including pricing, negotiation and profitability awareness.
- Competitor and market analysis capability.
- Strong negotiation and business closure skills.

6. Behavioural Competencies

- Strong verbal and written communication skills.
- Customer-oriented approach.
- Strong relationship-building and interpersonal skills.
- Results-oriented and target-driven.
- Effective team player with strong cross-functional collaboration skills.
- Ability to work independently and take ownership.
- Strong problem-solving and analytical ability.
- Ability to work effectively in a fast-paced and dynamic environment.
- Strong negotiation and influencing skills.
- Adaptability and willingness to learn.

7. Personality Attributes The ideal candidate should be:

- Extroverted and confident
- Proactive and self-driven
- Commercially aware
- Customer-focused
- Result-oriented
- Persistent and resilient
- Approachable and relationship-oriented
- Willing to travel extensively within the assigned territory

8. Preferred Candidate The ideal candidate will be a B2B sales professional from the chemical, paints, coatings, construction or allied industry, with strong experience in managing distributors, developing new customers and driving business growth. The candidate should combine technical understanding with commercial sales capability, be comfortable interacting with customer R&D;/QC and purchase teams, and have a proven track record of achieving sales targets.

📌 Manager -Sales & Marketing -SIOP (Chennai)
🏢 DCW
📍 Chennai