Territory Sales Manager

About the Role

The Territory Sales Manager (TSI Head - Secondary Sales Operations) will be accountable for overseeing and driving the performance of secondary sales within assigned regions. This position involves managing a team of 15 Sales Officers/TSIs, ensuring consistent dealer stock availability, monitoring market activities, and managing influencer engagement initiatives. The role demands strong leadership, effective reporting, and execution skills to meet sales goals and promote business expansion.

Primary Responsibilities

• Monitor and coordinate daily secondary sales across designated territories.
• Track sales performance against set targets to guarantee business objectives are met.
• Review daily sales reports and offer guidance to field teams.
• Lead and supervise a team of 15 Sales Officers/TSIs through regular reviews, performance tracking, and coaching.
• Ensure field staff execute planned activities efficiently.
• Oversee dealer stock levels and sales movements, updating stock details including competitors in the Existing Dealer Performance Sheet.
• Ensure dealers maintain inventory above minimum thresholds; coordinate with sales officers to place orders when stock drops below 5 tons.
• Validate dealer visit reports and confirm visits align with approved route plans.
• Verify field teams' site visit records and update accordingly.
• Track hot/cold sales and development of project sites, ensuring timely updates of site information and sales opportunities.
• Identify potential dealers in assigned areas and assist with their onboarding and market development.
• Monitor the performance of newly appointed dealers.
• Maintain, monitor, and update the influencer database along with activation and passbook registrations.
• Coordinate distribution of promotional gifts and materials to influencers and track their engagement levels.
• Oversee marketing events such as Bar Bender Meets in collaboration with the marketing team.
• Drive success of promotional campaigns and brand activation efforts.
• Prepare and submit daily, weekly, and monthly MIS reports capturing sales, stock, dealer performance, site activities, and influencer program data.
• Analyze market data to provide actionable insights for management decisions.

Required Skills & Qualifications

• Proven leadership and ability to manage and motivate teams.
• Comprehensive knowledge of secondary sales operations including dealer and channel management.
• Strong communication and coordination skills.
• Analytical prowess with a focus on reporting and data interpretation.
• Proficient in MS Excel and creating Management Information System (MIS) reports.
• Capable of working under pressure and meeting sales targets.
• Bachelor’s degree in Business Administration, Marketing, Commerce, or related field.

Experience

• Between 5 and 10 years of experience in industries such as TMT Steel, Building Materials, Cement, or related sectors.
• At least 2 years of experience leading a sales team.

Performance Metrics

• Achievement of secondary sales targets.
• Team productivity and overall performance.
• Number of new dealer appointments and dealer stock availability.
• Successful influencer activation and engagement.
• Effective execution of Bar Bender Meets.
• Accuracy and timeliness of MIS reporting.
• Comprehensive market coverage and site activity tracking.