* Experience: 5 to 7 years of solid field sales experience (preferably in lighting, electricals, FMCD/FMCG including at least 4 years managing a field sales team.
* Geographical Familiarity: Strong existing relationships with distributors, wholesale dealers, and key retail counters within the target territory.
* Revenue & Volume Delivery: Own the territory revenue, ensuring the consistent achievement of monthly, quarterly, and annual primary (company-to-distributor) and secondary (distributor-to-retailer) targets.
* Channel & Distributor Management: Appoint, manage, and audit stockists/distributors. Oversee distributor ROI, claims settlement, credit limits, and inventory turnover to prevent stockouts or dead inventory.
* Field Execution & Beat Management: Design, optimize,
and enforce Permanent Journey Plans (PJPs) and beat routes for on-ground sales representatives (Sales Officers/Feet-on-Street) to maximize retail coverage and counter productivity.
* Team Leadership & Coaching: Supervise a team of 5–12 field executives; conduct daily market working sessions, ride-alongs, and performance reviews to train the team on closing techniques and objection handling.