Position Summary
Territory Manager will be responsible for driving EPM sales of a range of products—including Chemlok adhesives, mold release agents, primers, and specialty coatings—within the geographic territory of West India. This role focuses on both maintaining and expanding the customer base through direct and distribution channels and delivering the planned sales Matrices. Key responsibilities include identifying and converting prospective customers, generate healthy Sales Pipeline to support growth, conducting product trainings for distributors and end-users, and fostering long-term customer relationships. The role also involves gathering and communicating spanet and competitive intelligence, converting competitor business, achieving targeted order bookings, and regularly reviewing distributor performance to ensure sustained business growth.
Responsibilities
Main duties:
Sales Management: Handle sales operations in the West region of India, ensuring alignment with company objectives.
Business Development: Identify and develop new customers and applications to generate incremental business opportunities.
Customer Engagement: Visit customers to conduct product trials, deliver technical/product trainings, address complaints, and ensure timely resolution of issues.
Distributor Management: Coordinate and manage the distributor network; monitor, analyze, and periodically review distributor performance (DPR) and report findings to the management team.
Sales Metrics & Planning: Achieve key business metrics including DSO (Days Sales Outstanding), accurate forecasting, order bookings, and meeting monthly and Annual Operating Plan (AOP) sales targets.
Key & Global Account Management: Manage and nurture relationships with key and global accounts to drive long-term growth.
Market Intelligence: Collect and communicate spanet trends, customer feedback, and competitor intelligence to inform strategic planning.
Technical Collaboration: Work closely with the technology/R&D team for product trials, new product launches, technical troubleshooting, process audits, trainings, and VA/VE (Value Analysis/Value Engineering) programs.
Import Planning: Plan and book orders for Make-To-Order (MTO) grades in advance (3–4 months) to ensure timely availability.
Commercial Administration: Ensure timely release of Credit Notes (CNs) to distributors and maintain proper documentation of discount structures in agreements.
Customer Feedback: Conduct customer surveys to gather feedback on existing and new products.
Order Fulfillment Coordination: Liaise with the Customer Service (CS) team for order processing and proactively share dispatch status with customers and distributors.
Distributor Training: Organize training programs to upgrade the skills and product knowledge of distributor sales teams.
Key Accountabilities
Sales Growth: Manage sales in the West region with an annual revenue target of $12M in FY26 or the 15 growth over the previous year (FY25).
Customer Retention & Competitive Defense: Retain core customers, defend against competition, and win new business—particularly in mold release agents and specialty coatings.
Lead Generation & Pipeline Management: Generate new leads, create and manage opportunities in Salesforce CRM, and maintain a healthy and actionable sales pipeline.
OEM Account Expansion: Maintain and grow business with Automotive OEMs, spec-in of Parker Lord products, enhancing the company’s footprint and partnerships.
Sales Performance Management: Achieve monthly sales targets, adhere to order booking plans, reduce past dues, and ensure accurate sales forecasting with variation <5.
Account & Channel Management: To manage 5 key/direct accounts and 5 distributors in the West region territory, including one each from the Elite and Premier categories.
The Maharashtra and Gujarat spanets form the core of our Automotive base. To maintain and grow our footprint with Automotive OEMs, it is crucial that we ensure continued engagement in this region.
Qualifications
Qualifications & Experience
- Education: Graduate or Diploma in Engineering/Science with specialization in Polymer, Rubber Technology, Chemical, or Paints.
- Experience: Minimum 3–5 years of industrial sales experience, preferably in specialty chemicals.
- Skills:
- Strong interpersonal, analytical, and communication skills.
- Ability to build relationships, influence stakeholders, and manage key accounts effectively.
- Technical Proficiency: Proficient in Microsoft Office (Word, Excel, PowerPoint).
- Familiarity with CRM tools (e.g., Salesforce) is an added advantage.
Key Competencies:
Planning & Coordination: Strong ability to plan, prioritize, and coordinate tasks effectively to meet business goals. Meeting deadlines.
Customer-Centric Approach: Demonstrates a proactive and solution-oriented mindset focused on exceeding customer expectations.
Team Collaboration: Works well in cross-functional teams; supports collective goals and contributes to a positive team environment.
Effective Communication: Clear and concise communicator, both verbal and written, with strong presentation and negotiation skills.
Results-Driven & Resilient: Willingness to take on challenging tasks, with a positive attitude and persistence to overcome obstacles.
