Territory Sales Manager

Position

& Job Description – TSI Head (Secondary

Sales Operations)Reporting ToRegional Sales Manager / Sales Head

Job Summary - The TSI Head will be responsible for monitoring and driving secondary sales performance, managing a team of 15 Sales Officers/TSIs, ensuring dealer stock availability, tracking market activities, and coordinating influencer engagement programs. The role requires strong leadership, reporting, and market execution capabilities to achieve sales targets and business growth.

Key

ResponsibilitiesSecondary

Sales Management·        Monitor and coordinate daily secondary sales activities across assigned territories.

·        Track sales performance against targets and ensure achievement of business objectives.

·        Review daily sales reports and provide guidance to field teams.

Team

Management·        Lead, supervise, and support a team of 15 Sales Officers/TSIs.

·        Conduct regular reviews, performance monitoring, and coaching sessions.

·        Ensure field teams execute planned activities effectively.

Dealer

Management·        Monitor dealer-wise stock availability and sales movement.

·        Update INDUS stock and competitor stock details in the Existing Dealer Performance Sheet.

·        Ensure dealers maintain adequate inventory levels.

·        Coordinate with Sales Officers for order placement whenever dealer stock falls below 5 tons.

·        Review dealer visit reports and ensure visits are conducted as per the approved route plan.

Site &

Market Monitoring·        Verify site visits conducted by field teams and update records accordingly.

·        Monitor hot sales, cold sales, and project/site developments.

·        Ensure accurate and timely updating of site details and sales opportunities.

Dealer

Expansion·        Identify and map potential new dealers within assigned territories.

·        Support dealer appointment processes and market development initiatives.

·        Monitor the performance of newly appointed dealers.

Influencer

Management·        Collect, maintain, and monitor influencer databases.

·        Ensure activation of new influencers and passbook registrations.

·        Coordinate distribution of gifts and promotional materials to influencers.

·        Track influencer engagement and activity levels.

Marketing

Activities·        Coordinate and conduct Bar Bender Meets with support from the marketing team.

·        Ensure successful execution of promotional campaigns and market activation programs.

·        Support branding and customer engagement initiatives.

Reporting

& MIS·        Prepare and submit daily, weekly, and monthly MIS reports.

·        Maintain accurate records of sales, stock, dealer performance, site activities, and influencer programs.

·        Analyze market data and provide actionable insights to management.

Required

Skills·        Strong leadership and team management skills.

·        Good knowledge of secondary sales operations.

·        Dealer and channel management experience.

·        Excellent communication and coordination abilities.

·        Strong analytical and reporting skills.

·        Proficiency in MS Excel and MIS reporting.

·        Ability to work under pressure and achieve sales targets.

Qualification·        Bachelor’s Degree in Business Administration / Marketing / Commerce, etc.,

Experience·        5–10 years of experience in TMT Steel, Building Materials, Cement, or related industries.

·        Minimum 2 years of experience managing a sales team.

Key Performance Indicators (KPIs)·        Secondary Sales Achievement.

·        Team Productivity & Performance.

·        New Dealer appointments & Dealer Stock Availability.

·        Influencer Activation & Engagement.

·        Bar Bender Meet Execution.

·        MIS Accuracy and Timely Reporting.

·        Market Coverage and Site Tracking.