Territory Sales Manager

Role summary The Territory Sales Manager (Multiple location) is responsible for building and growing the Crompton kitchen-appliances business across the assigned territory in Gujarat by developing distributor and dealer channels, enabling multi-brand and regional retail presence, driving sell-in and sell-out, deploying trade marketing and training, and ensuring strong operational execution and collections.Key responsibilitiesChannel managementIdentify, evaluate and appoint potential distributors, dealers and sub-dealers; expand the sub-dealer base.Onboard and enable channel partners for entry into the kitchen category (chimneys, hobs, built‑in ovens, etc.).Ensure marketing collaterals, displays and product placement are set up at retailers prior to launch.Maximize reach (numerical & weighted distribution) across GT, MOR, regional retail, multi‑brand and kitchen dealer channels.Monitor channel partner health and take corrective actions to improve dealer/distributor performance.Sales & collectionsPlan and achieve monthly/quarterly/annual sales targets (product-wise and channel-wise).Drive visible availability of kitchen appliances through regular market visits and retailer engagement.Ensure sell‑in and sell‑out phasing and maintain a strong order pipeline (phasing guideline: 7th — 10%, 14th — 25%, 21st — 40%, ME — 100%).Execute ROD (route-to-market) plans and achieve collection targets; work on reducing ROD days.Improve premium-product contribution within the category.Engage with architects, builders and interior contractors for business development.Trade marketing & activationDeploy sales activation plans, BTL activities, channel partner meets and brand positioning initiatives.Execute market activations and ensure reach as per plan.Train channel sales staff and shop promoters; ensure execution of training programs and toolkits.Operations & reportingCoordinate with Commercial, C&F and warehousing teams to ensure stock availability, liquidation of slow-moving SKUs and adherence to stock level policies.Drive process improvements and adoption of field tools (dealer portal, leaderboards, training portal, etc.).Ensure retailer demands related to service SLAs and customer service are addressed.Prepare and submit daily/weekly/monthly MIS on targets, achievements and pipeline.Facilitate cross-functional coordination with service, finance, logistics and regional support teams.Market intelligenceConsolidate and share monthly/quarterly market feedback, competitive analysis and product opportunity insights.Provide input and analytics for forecasting and new product development.Key performance indicatorsChannel-wise and overall sales achievement (%)Sales growth (%) within the territory% Active dealers / distributorsROD reduction & collection performanceMarket activation reach vs plan (%)Achievement of focus-product targets (%)Engagement score (off-role employees/shop promoters and retailers)Stakeholders Internal: Branch sales teams (RSMs), regional support teams (service, finance, logistics) External: Channel partners (distributors, dealers, sub-dealers), channel financiers, multi‑brand retailers, architects/builders/interior contractorsQualifications & experienceGraduation required; MBA/PGDM or equivalent preferred.Total experience: 5–10 years (minimum), with 1–2 years relevant experience in Kitchen appliances (chimneys, hobs, built‑in ovens) or consumer / small appliances.Desired competencies & attributesStrong execution orientation and result focusExcellent communication, negotiation and relationship-management skillsPeople enablement and training capability (for off‑role employees/shop promoters)Personal leadership, problem solving and analytical skillsAbility to innovate and drive process improvementsWorking conditions & spanTerritory-based role with frequent market travel across Gujarat.Individual contributor; may manage off-role shop promoters through channel partners.