GENERAL MANAGER – SALES

JMR INFRACON PVT. LTD.

Department: Sales & Business DevelopmentDesignation: General Manager – SalesReporting To: Directors / ManagementLocation: Moradabad, Uttar PradeshIndustry: Ready-Mix Concrete (RMC)Territory: Moradabad, Amroha, Gajraula, Chandausi, Sambhal, Rampur & surrounding areas

1. Job Purpose

The General Manager – Sales will be responsible for driving sales growth, developing new business opportunities, leading the sales team, achieving revenue and collection targets, and ensuring customer satisfaction.

The GM – Sales will be accountable for the overall performance, productivity, profitability and discipline of the Sales Department.

2. Key Roles & Responsibilities

A. Sales Planning & Target Achievement

- Prepare monthly, quarterly and annual sales plans.
- Set territory-wise and employee-wise sales targets.
- Ensure achievement of sales volume (CUM), revenue and payment collection targets.
- Identify high-potential construction projects and business opportunities.
- Monitor daily sales performance against targets.
- Develop strategies to increase market share and repeat business.

B. Sales Team Leadership & Management

- Lead Area Sales Managers (ASMs), Sales Executives and the Telecaller.
- Conduct daily morning sales review meetings.
- Assign territories, responsibilities and individual targets.
- Monitor field visits, customer meetings, follow-ups and conversions.
- Train the sales team on product knowledge, objection handling, negotiation and closing.
- Conduct monthly performance appraisals and recommend corrective actions.
- Ensure discipline, accountability and CRM compliance.

C. Business Development & Customer Acquisition

- Develop relationships with builders, contractors, architects, engineers, developers and institutional customers.
- Generate new business from residential, commercial, industrial and infrastructure projects.
- Identify upcoming construction projects before concrete requirements arise.
- Conduct meetings with high-value and key customers.
- Develop referral partners and business associates.
- Increase repeat orders and customer referrals.

D. Sales Conversion & Pricing Management

- Monitor enquiries, quotations, negotiations and order conversions.
- Ensure timely follow-up of all potential customers.
- Maintain pricing discipline and approved profit margins.
- Educate customers about JMR's quality, testing facilities, delivery reliability and technical support.
- Handle major customer objections regarding pricing, GST, advance payment and quality.




- Obtain management approval for special pricing and commercial terms.

E. Payment Collection & Outstanding Control

- Ensure advance payment compliance as per company policy.
- Coordinate with the Payment Recovery Executive and Accounts Department.
- Review outstanding payments and overdue accounts.
- Prevent unauthorized credit sales.
- Resolve commercial disputes affecting payment collection.
- Ensure sales incentives are linked to actual payment realization as per approved policy.

F. Customer Relationship & After-Sales Coordination

- Maintain relationships with key customers.
- Coordinate with Operations for timely concrete delivery and pump availability.
- Coordinate with the Technical & Quality Department for customer complaints.
- Monitor customer satisfaction and repeat-order opportunities.
- Ensure proper communication regarding casting schedules and site requirements.
- Escalate critical customer issues to management.

G. CRM, MIS & Reporting

- Ensure 100% recording of leads and follow-ups in CRM.
- Submit daily sales performance reports.
- Prepare weekly sales forecasts and pipeline reports.
- Track lead generation, customer meetings, quotations and conversion rates.
- Prepare employee-wise and territory-wise productivity reports.
- Present monthly sales performance reviews to management.

H. Marketing Coordination

- Coordinate with the Marketing Department for lead-generation campaigns.
- Monitor the quality and conversion of marketing-generated leads.
- Support plant visits, engineer meets, customer events and referral programmes.
- Share customer feedback and competitor information with marketing.
- Measure the business generated through marketing activities.

3. Key Result Areas (KRAs)

KRA

Weightage

Sales Volume & Revenue Target Achievement

30%

New Customer Acquisition & Business Development

15%

Payment Collection & Outstanding Control

20%

Sales Team Productivity & Performance

15%

CRM Compliance, Reporting & Sales Forecasting

10%

Customer Retention & Satisfaction

10%

Total

100%

4. Key Performance Indicators (KPIs)

KPI

Measurement

Monthly Sales Achievement

Actual CUM / Target CUM × 100

Revenue Achievement

Actual Revenue / Target Revenue × 100

Payment Collection





Actual Collection / Collection Target × 100

New Customers

New customers converted per month

Lead Conversion

Orders Won / Qualified Leads × 100

Sales Team Productivity

Employee-wise target achievement

CRM Compliance

Percentage of leads and follow-ups updated

Customer Retention

Repeat customers and repeat orders

Outstanding Control

Overdue receivables and ageing

Sales Forecast Accuracy

Forecast vs actual sales

5. Daily, Weekly & Monthly Responsibilities

Frequency

Activities

Daily

Morning sales meeting, target review, lead tracking, customer follow-ups, collection review

Weekly

ASM-wise performance review, pipeline review, key customer visits, conversion analysis

Monthly

Target achievement, team appraisal, territory performance, outstanding review, next-month sales planning

Quarterly

Market expansion strategy, manpower productivity, sales profitability and business growth review

6. Authority & Accountability

The GM – Sales shall have the authority to allocate sales territories, recommend targets, monitor employee performance, recommend recruitment and training, and negotiate within management-approved commercial limits.

The GM – Sales shall not independently approve unauthorized discounts, credit facilities, payment waivers or commitments beyond the company's operational capacity.

7. Qualification & Experience

Educational Qualification: Graduate / MBA in Sales & Marketing preferred.

Experience: 8–12 years in sales, including at least 3–5 years in a leadership role. Experience in RMC, cement, construction materials or infrastructure sales preferred.

Required Skills: Team leadership, sales planning, negotiation, CRM management, customer relationship management, financial awareness, analytical reporting and knowledge of the construction industry.

8. Expected Outcomes

The GM – Sales must ensure:

- Consistent achievement of monthly sales and collection targets.
- A productive, accountable and well-trained sales team.
- Continuous addition of current customers and projects.
- Improved enquiry-to-order conversion.
- Strong customer retention and market presence.
- Controlled outstanding payments and commercial discipline.
- Accurate reporting and reliable sales forecasting.

9. Performance Review

Performance will be reviewed monthly based on approved KRAs and KPIs. Quarterly reviews will evaluate business growth, sales team productivity, collection performance, customer acquisition and management effectiveness.

Pay: ₹50,000.00 - ₹100,000.00 per month

Work Location: In person

📌 General Manager - Sales (Moradabad)
🏢 JMR INFRACON PRIVATE
📍 Moradabad