Sales Manager

Area Sales Manager – FRP Products

Department: Sales & Marketing

Industry: FRP Products & Manufacturing

Location: As per assigned territory

Reporting To: Regional Sales Manager / Sales Head / Business Head

Employment Type: Full-Time, Permanent

1. Job PurposeThe Area Sales Manager will be responsible for driving sales and business development for the company's FRP (Fiber Reinforced Plastic) products across the assigned territory.

The role involves developing new customers, dealers and distributors, generating project enquiries, managing existing accounts, conducting market visits, achieving sales targets, monitoring competitors and ensuring timely collections.

The candidate should preferably have experience in FRP products, building materials, construction materials, infrastructure products, plumbing/drainage products or industrial B2B sales.

2. Product PortfolioThe candidate will be responsible for promoting and selling products such as:

• FRP Manhole Covers
• FRP Drain Covers
• FRP Gully Covers
• FRP Recess Covers
• FRP Gratings
• FRP Inspection Chambers
• FRP Manholes
• FRP Water Tanks
• FRP Custom-Moulded Products
• Other FRP infrastructure and construction products
• 3. Key ResponsibilitiesA. Sales & Business DevelopmentAchieve monthly, quarterly and annual sales targets for the assigned territory.
• Develop and execute territory-wise sales plans.
• Generate new business opportunities through market visits, references, cold calls and project enquiries.
• Identify potential customers in construction, infrastructure, real estate, industrial and institutional sectors.
• Convert enquiries into orders through effective follow-up and negotiation.
• Develop new markets and increase the company's product penetration.
• Maintain a healthy sales pipeline and provide regular sales forecasts.
• B. Dealer & Distributor DevelopmentIdentify and appoint new dealers, distributors and channel partners.
• Develop and maintain strong relationships with existing dealers and distributors.
• Increase secondary sales through channel partners.
• Ensure product availability and visibility in the assigned market.
• Conduct regular dealer visits and understand market requirements.
• Implement company-approved schemes and promotional activities.
• C. Project & Institutional SalesIdentify ongoing and upcoming construction and infrastructure projects.
• Develop relationships with builders, contractors, architects, consultants and project procurement teams.
• Generate enquiries from residential, commercial, industrial and infrastructure projects.
• Conduct site visits and understand customer/product requirements.
• Coordinate with the technical and production teams for customized FRP requirements.
• Follow up for product approvals, quotations, purchase orders and deliveries.
• Develop business with government departments, PSUs, infrastructure companies and institutional customers wherever applicable.
• D. Market DevelopmentConduct regular territory mapping and market surveys.
• Identify new applications and markets for FRP products.
• Monitor competitor products, prices, quality, specifications and market activities.
• Collect market intelligence and provide feedback to management.
• Identify potential customers and prepare territory-wise customer databases.
• Develop strategies to improve market share.
• E. Customer Relationship ManagementBuild and maintain long-term relationships with customers and key decision-makers.
• Understand customer requirements and provide suitable product solutions.
• Conduct regular customer meetings and site visits.
• Coordinate with internal teams to resolve customer complaints.
• Ensure high levels of customer satisfaction and repeat business.
• F. Commercial & Collection ResponsibilitiesPrepare quotations and commercial proposals in coordination with management.
• Negotiate prices and commercial terms within company guidelines.
• Follow up on outstanding payments and ensure timely collections.
• Monitor customer credit limits and payment schedules.
• Coordinate with Accounts and Dispatch teams for order execution.
• Ensure sales are achieved with healthy margins.

G. Reporting & MISSubmit regular reports covering:

• Daily customer/market visit reports
• Sales enquiry reports
• Order booking reports
• Monthly sales performance
• Sales pipeline and forecasts
• Dealer/distributor development
• Project status
• Competitor analysis
• Outstanding/collection status
• Market feedback
• 4. Key Performance Indicators (KPIs)Monthly / Annual Sales Target Achievement
• New Customer Acquisition
• New Dealer & Distributor Appointments
• Project Enquiry Generation
• Order Conversion Ratio
• Territory Sales Growth
• Collection Efficiency
• Customer Retention
• Market Coverage
• Gross Margin / Product Mix
• Sales Pipeline Value
• 5. QualificationGraduate in any discipline.
• MBA / PGDM in Sales & Marketing will be an advantage.
• Diploma / Degree in Civil, Mechanical, Polymer or related engineering fields will be preferred for technical FRP sales.
• 6. Experience4–8 years of sales experience preferred.
• Experience in FRP, construction materials, building materials, infrastructure products, plumbing/drainage products, industrial products or B2B sales will be preferred.
• Experience handling dealers, distributors, contractors, builders, consultants and project customers will be an advantage.
• 7. Required SkillsStrong sales and negotiation skills.
• Excellent communication and interpersonal skills.
• Good knowledge of B2B and project sales.
• Dealer/distributor network development.
• Lead generation and follow-up skills.
• Market mapping and competitor analysis.
• Customer relationship management.
• Good knowledge of MS Office / Excel.
• Ability to prepare sales reports and forecasts.
• Strong commercial understanding.
• Target-oriented and self-motivated.
• Willingness to travel extensively within the assigned territory.

8. Preferred Market ExposureCandidates from the following industries will be preferred:

• FRP / GRP Products
• Building Materials
• Construction Materials
• Plumbing & Drainage Products
• PVC / CPVC Products
• Infrastructure Products
• Industrial Products
• Water & Wastewater Products
• Precast / Civil Products
• Electrical / Industrial Composite Products
• 9. Personal AttributesResult-oriented approach.
• Strong customer relationship skills.
• Good negotiation ability.
• Positive attitude.
• Strong follow-up and execution capability.
• Ability to work independently.
• Good analytical and problem-solving skills.
• Willingness to travel extensively.
• Ability to achieve targets under pressure.

10. TerritoryThe Area Sales Manager will be responsible for the assigned geographical territory, including regular market visits, dealer visits, project sites, customer meetings and business development activities.

11. CompensationSalary: As per company norms and candidate experience.

Incentives: Performance-based incentives may be provided based on company policy.

Travel: TA/DA and other eligible travel expenses as per company policy.

12. Overall ObjectiveThe primary objective of the Area Sales Manager is to increase sales revenue, expand the dealer and customer network, develop new project opportunities and strengthen the company's FRP product presence in the assigned territory while maintaining healthy margins and timely collections.