JOB DESCRIPTION
Senior Sales Manager – Odisha HeadCompany: Mamata Enterprise Brand: MASS – Wood Coating & Wood Polish Products Department: Sales & Marketing

Location:
Odisha (Bhubaneswar-based; extensive Odisha market travel) Reporting To: General Manager / Management

Salary:
₹35,000–₹70,000 per month + performance incentives and applicable travel allowances. Negotiable for the right candidate. 1. Job PurposeTo lead and expand MASS business across Odisha by developing new distributors and dealers, increasing sales, building a productive sales team, improving market coverage and ensuring timely collections. The role requires an independent, result-oriented sales leader who takes ownership of Odisha's complete business growth. 2.

Key Responsibilities
A. Sales Growth & Target Achievement
• Achieve monthly, quarterly and annual sales targets for Odisha.
• Develop a territory-wise sales growth plan.
• Increase primary sales, secondary sales and repeat business.
• Drive sales of existing and newly launched products.
• Identify low-performing territories and prepare corrective action plans. B. Market Development
• Appoint new distributors and dealers across Odisha.
• Develop business in Bhubaneswar, Cuttack, Berhampur, Sambalpur, Rourkela and other potential markets.
• Identify new market opportunities, competitors and pricing trends.
• Build relationships with hardware shops, plywood dealers, paint shops, wood-coating specialists and furniture manufacturers.
• Conduct product demonstrations and painter/contractor meetings. C. Team Management
• Recruit, train and manage the Odisha sales team.
• Set individual targets and territory-wise responsibilities.
• Conduct regular field visits and joint working with executives.
• Review daily visits, productive calls, new customer billing and collections.
• Take corrective action when team members fail to achieve targets. D. Distributor & Dealer Management
• Develop strong relationships with distributors and key dealers.
• Ensure regular dealer visits,



stock availability and product movement.
• Monitor dealer-wise sales, outstanding and payment discipline.
• Resolve market complaints and coordinate with internal departments. E. Collection & Credit Control
• Ensure timely collection of outstanding payments.
• Monitor overdue accounts and credit limits.
• Prevent unauthorized credit commitments.
• Coordinate with Accounts for outstanding follow-up and reconciliation. F. Reporting & Business Planning
• Prepare monthly sales forecasts and territory-wise business plans.
• Submit daily/weekly field activity and monthly performance reports.
• Maintain accurate distributor, dealer and competitor databases.
• Review sales performance against targets and take ownership of results. 3. Key Performance Indicators (KPIs)Performance AreaWeightSales target achievement and growth30%New distributor and dealer development20%Team productivity and target achievement15%Collection and outstanding control15%Active customer and market coverage growth10%New product sales and market development5%Reporting and execution discipline5%Total100% 4. Required Experience & Qualifications
• Graduate in any discipline; MBA in Sales/Marketing preferred.
• Minimum 8–12 years of sales experience.
• At least 3–5 years in a regional/area sales leadership role.
• Experience in paints, wood coatings, plywood, hardware, building materials, adhesives or related industries preferred.
• Strong experience in distributor and dealer appointment.
• Proven ability to manage field sales teams and achieve targets.
• Must have experience in sales planning, market development and collection management.




• Willingness to travel extensively across Odisha. 5. Required Skills & Competencies
• Strong leadership and team-management ability.
• Excellent dealer and distributor relationship-building skills.
• Strong negotiation and business development skills.
• Numerical understanding of sales, targets, margins and collections.
• Ability to prepare and execute independent business plans.
• Good communication in Odia and Hindi; English is an advantage.
• Basic knowledge of Excel, Google Sheets and CRM reporting.
• High ownership, discipline and execution capability. 6. Expected DeliverablesFirst 30 Days
• Complete Odisha market survey and competitor analysis.
• Prepare district-wise dealer/distributor database.
• Evaluate existing business and identify growth opportunities.
• Submit a 90-day business development plan. Within 60 Days
• Start new distributor/dealer acquisition.
• Establish territory-wise sales targets and team activity plans.
• Begin regular product demonstrations and market activation. Within 90 Days
• Establish a measurable sales pipeline.
• Activate recent billing customers.
• Demonstrate improvement in sales coverage, team productivity and collections. 7. Candidate Must-Have CV FilterA CV should be shortlisted only if the candidate demonstrates:
• Minimum 8 years of relevant sales experience.
• At least 3 years of team leadership experience.
• Proven distributor/dealer development experience.
• Quantified sales achievements and target performance.
• Strong Odisha market knowledge and willingness to travel. Important: Candidates must be able to explain their actual sales numbers, number of active dealers, distributors appointed and team target achievement during the interview. Our expectation: We are not looking for someone who only manages existing business. We need a business builder who can independently grow MASS across Odisha and take complete ownership of the state's sales performance.

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