assigned territory. The candidate will be responsible for achieving sales targets, managing the sales team, ensuring
timely collections, developing new business opportunities, and maintaining strong relationships with dealers,
distributors, contractors, and project clients. Roles & Responsibilities
1. Sales & Business Development: Achieve monthly, quarterly, and annual sales targets for plywood while
driving primary and secondary sales with maximising branch profitability, and effectively managing branch
P&I (Profit & Income) ensuring achievement of business objectives and control over expenses. 2. Dealer & Distributor Network: Develop new dealers and distributors, strengthen existing relationships,
improve dealer productivity, and ensure adequate market coverage across the branch territory. 3. Team Management: Lead, guide, and monitor the sales team, set individual targets, review performance,
conduct regular field visits, and ensure achievement of assigned KRAs.
4. Market Expansion & Competition Mapping: Identify new business opportunities, map competitors at every
level, analyse pricing, product range, market presence, and promotional strategies, and implement
initiatives to improve brand visibility and market penetration.
5. Sales & Key Accounts: Identify opportunities with builders, contractors, architects, interior designers, and
institutional clients to generate additional business and strengthen the company's presence in market.
6. Sales Planning, MIS & CRM Management: Prepare territory-wise business plans, sales forecasts, and
dealer-wise targets; monitor sales performance, market coverage, dealer productivity, and order pipelines;
and ensure accurate and timely reporting through sales MIS and CRM software as per management
requirements.
7. Payment Collection & Outstanding Management: Monitor customer outstanding balances, ensure timelypayment collections, manage credit exposure, and coordinate with the accounts team to resolve payment-
related issues. 8. Payment Collection & Outstanding Management: Monitor customer outstanding balances, ensure timely
collections, manage credit exposure, and coordinate with the accounts team to resolve payment-related
issues.
9. Customer Relationship Management: Address dealer and customer grievances promptly, ensure service
quality, and maintain long-term business relationships to improve customer retention.
10. Branch Profitability & Expense Management: Monitor sales margins, schemes, discounts, branch
expenses, and overall financial performance; manage branch P&I (Profit & Income) and ensure sustainable
and profitable business growth.
11. Trade Schemes & Dealer Engagement: Plan and manage trade schemes, dealer incentive programmes,
product training sessions, and carpenter meets to strengthen dealer relationships, enhance product
awareness, and drive sales growth.
12. Policy & Regulatory Compliance: Ensure strict adherence to company policies, established procedures,
applicable industry regulations, and local laws across all branch operations. Key Performance Indicators (KPIs)
* Achievement of monthly and annual sales targets.
* Growth in branch revenue and sales volume.
* New dealer and distributor appointments.
* Active dealer base and dealer-wise productivity.
* Timely collection of payments and reduction in overdue outstanding.
* Sales team productivity and target achievement.
* Market penetration and brand visibility.
* Project business development and new account acquisition.
* Order fulfilment and customer satisfaction.
* Branch profitability and control over sales expenses.
Required Qualifications & Experience
* Graduate in any discipline; MBA in Sales and Marketing will be an added advantage.
* 8-15 years of experience in sales, preferably in the plywood, laminates, MDF, boards, or building
materials industry.
* Prior experience managing a branch or a defined sales territory with a dealer/distributor network.
* Strong understanding of channel sales, territory management, sales forecasting, and payment
collection.
* Proven ability to lead sales teams, develop markets, and achieve business targets.
* Strong negotiation, communication, analytical, and relationship-management skills.
* Willingness to travel extensively within the assigned territory.

experience

15