Sales Manager

Department: Sales & Distribution

Reporting To: Founder / Managing Director

Location: Field + Head Office

Experience Required: 8–12 years (B2B preferred)

Job Purpose

The Sales Head is responsible for driving revenue growth, building distribution, and leading the sales team. He/She will own the sales strategy, targets, execution, and market expansion.

Key Responsibilities

1. Sales Strategy & Planning

• Create monthly, quarterly, and annual sales plans
• Define territory-wise targets (district / state level)
• Decide channel strategy (Distributor, Dealer, Retailer)
• Focus on profitable growth, not just volume

2. Team Leadership

• Recruit, train, and manage Sales Managers & Sales Executives
• Set daily activity targets (visits, orders, collections)
• Conduct weekly reviews & performance meetings
• Motivate team with incentives, discipline, and guidance

3. Distribution & Market Expansion

• Appoint new distributors / super stockists
• Strengthen retailer network
• Ensure product availability & visibility in the market
• Handle market launches & expansions

4. Revenue & Target Achievement

• Achieve sales, collection, and growth targets
• Track primary & secondary sales
• Control discounts, schemes, and margins
• Reduce outstanding & credit risk

5. Dealer & Distributor Management

• Build strong relationships with key distributors
• Resolve pricing, supply, and payment issues
• Negotiate commercial terms
• Ensure long-term partner retention

6. Reporting & Analysis

• Daily / weekly / monthly sales reports
• Market feedback on pricing, competition, demand
• Identify low-performing areas and take action
• Share insights with management for decision-making

7. Coordination with Other Teams

• Work closely with Production, Dispatch, Accounts & Marketing
• Ensure timely supply and billing
• Align sales targets with manufacturing capacity

Key Skills Required

• Strong leadership & people management
• Excellent negotiation & communication skills
• Deep understanding of B2B sales & distribution
• Target-driven and result-oriented mindset
• Ability to handle pressure and travel extensively

Preferred Background

• FMCG / Mattress / Furniture / Consumer Durable industry
• Experience in unorganized or semi-organized markets
• Strong distributor network experience