Territory Manager will be responsible for driving Automotive sales of a range of products— Structural and Thermal Management products—within the geographic territory of west & South India. Role involves coaching and leading this business through a sales engineer based out at south. This role focuses on both maintaining and expanding the customer base through direct and distribution channels and delivering the planned sales Matrices.

Key responsibilities include identifying and converting prospective customers, generate healthy Sales Pipeline to support growth, conducting product trainings for distributors and end-users, and fostering long-term customer relationships. The role also involves gathering and communicating market and competitive intelligence, converting competitor business, achieving targeted order bookings, and regularly reviewing distributor performance to ensure sustained business growth

Responsibilities

1. Sales Management: Handle sales operations in the West & South region of India, ensuring alignment with company objectives.
2. Business Development: Identify and develop recent customers and applications to generate incremental business opportunities.
3. Distributor Management: Coordinate and manage the distributor network; monitor, analyze, and periodically review distributor performance (DPR) and report findings to the management team.
4. Sales Metrics & Planning: Achieve key business metrics including DSO (Days Sales Outstanding), accurate forecasting, order bookings, and meeting monthly and Annual Operating Plan (AOP)



sales targets.
5. Market Intelligence: Collect and communicate market trends, customer feedback, and competitor intelligence to inform strategic planning.
6. Technical Collaboration: Work closely with the technology/R&D; team for product trials, new product launches, technical troubleshooting, process audits, trainings, and VA/VE (Value Analysis/Value Engineering) programs.
7. Import Planning: Plan and book orders for Make-To-Order (MTO) grades in advance (3–4 months) to ensure timely availability.
8. Commercial Administration: Ensure timely release of Credit Notes (CNs) to distributors and maintain proper documentation of discount structures in agreements.
9. Customer Feedback: Conduct customer surveys to gather feedback on existing and new products.
10. Order Fulfillment Coordination: Liaise with the Customer Service (CS) team for order processing and proactively share dispatch status with customers and distributors.
11. Distributor Training: Organize training programs to upgrade the skills and product knowledge of distributor sales teams.
12. People Management- Coaching of sales engineer based out at Bangalore ( South ) for delivering the results.

Qualifications

- Graduate or Diploma in Engineering/Science with specialization in Polymer, Rubber Technology, Chemical, or Paints.

Experience

- Minimum 8-10 years of industrial sales experience, preferably in specialty chemicals.
- People Management, Sales Coaching, Value Selling , Team development, Longterm Goal Planning.

📌 Sales Account Manager, Automotive West (Pune)
🏢 Parker Lord
📍 Pune