Sales Manager

Job Description – Sales Manager

Industry: Manufacturing / Construction / Infrastructure

Department: Sales & Marketing

Position: Sales Manager

Location: Pune

Experience: 3–5 years (Preferred in Infra / Construction / Building Materials)

Role Overview

The Sales Manager will be responsible for driving revenue growth, managing sales and marketing operations, building long-term client relationships, and identifying new business opportunities. The role requires close coordination with production, dispatch, and accounts teams to ensure smooth order execution and collections.

In addition, the role demands strong ownership of sales outcomes, proactive decision-making, continuous skill development, and the ability to motivate, guide, and grow the sales team while aligning individual performance with organizational goals.

Key Responsibilities

1. Sales Leadership & Team Handling

• Lead, mentor, and manage the sales team to achieve business targets.
• Define sales strategies, targets, and KPIs aligned with company objectives.
• Conduct regular performance reviews, training, and market guidance.
• Foster a high-performance sales culture through motivation, accountability, and result orientation.
• Take ownership of team productivity, skill enhancement, and professional development.

2. Lead Generation & Management

• Generate and manage enquiries through:
• Email enquiries
• Existing client enquiries
• Reference-based enquiries
• Marketing-generated enquiries
• B2B portals (IndiaMART, Justdial, TradeIndia, etc.)
• Ensure proper lead allocation, follow-ups, negotiations, and order closure.
• Maintain CRM records and enquiry-to-order conversion tracking.
• Continuously improve lead qualification and conversion processes through data-driven analysis.

3. Revenue Generation & Business Development

• Achieve monthly, quarterly, and annual sales targets.
• Develop pricing strategies while maintaining profitability and market competitiveness.
• Identify and develop new markets, projects, clients, and product opportunities.
• Take end-to-end ownership of revenue growth initiatives and business expansion plans.

4. Marketing & Brand Development

• Plan and execute marketing strategies for product visibility and brand positioning.
• Coordinate digital marketing, portal promotions, campaigns, and offline branding.
• Analyse marketing performance and ROI.
• Work closely with marketing partners to strengthen brand recall and market presence.

5. Client Relationship Management

• Build and maintain strong relationships with builders, contractors, developers, consultants, and government agencies.
• Handle key accounts and critical negotiations.
• Ensure customer satisfaction, repeat business, and long-term partnerships.
• Act as a trusted business partner by understanding client needs and offering value-driven solutions.

6. Dispatch & Order Execution Coordination

• Coordinate with production, dispatch, logistics, and site teams when required.
• Ensure timely dispatch and delivery as per project schedules.
• Act as a bridge between client, site, and internal departments during critical deliveries.
• Take ownership of issue resolution related to delivery timelines and order fulfillment.

7. Commercials & Payment Terms Finalization

• Finalize payment terms, credit limits, advances, and commercial conditions as per company policy.
• Ensure adherence to agreed payment terms and support collections with the accounts team.
• Monitor outstanding receivables and reduce credit risk.
• Balance business growth with financial discipline and risk management.

8. Vendor & Channel Partner Management

• Develop and maintain vendor, dealer, and channel partner relationships.
• Negotiate commercial terms and support long-term supply partnerships.
• Strengthen channel loyalty through engagement, motivation, and performance alignment.

9. Sales Analysis & Reporting

• Analyse sales data, market trends, competitor activities, and customer feedback.
• Prepare MIS reports, forecasts, pipeline analysis, and strategic recommendations for management.
• Use analytics to identify gaps, opportunities, and improvement areas in sales performance.

10. Process Improvement & Compliance

• Establish and improve SOPs for sales, marketing, and customer handling.
• Ensure compliance with company policies, pricing guidelines, and ethical standards.
• Drive continuous improvement initiatives for operational efficiency and scalability.

Required Skills & Qualifications

• Proven experience in B2B sales within manufacturing / construction / infrastructure sectors
• Strong leadership, negotiation, and client management skills
• Hands-on experience with IndiaMART, Justdial, TradeIndia, and CRM systems
• Strong understanding of dispatch coordination, commercial terms, and payment cycles
• Excellent communication, analytical, and decision-making abilities
• Proficiency in MS Excel, MIS reporting, and CRM tools
• Ability to take ownership, work independently, and lead teams with confidence

Key Behavioural & Leadership Competencies

• Strong sense of ownership and accountability
• Team motivation and people development mindset
• Strategic thinking with execution focus
• Adaptability to changing market conditions
• Problem-solving and decision-making under pressure

Key Performance Indicators (KPIs)

• Revenue and margin growth
• Lead conversion ratio
• Client retention and satisfaction
• Timely dispatch coordination
• Collection efficiency and adherence to payment terms
• Marketing ROI and brand visibility
• Team performance improvement and capability development