Territory Sales Manager

The Territory Sales Manager is assigned with the responsibility of identifying, establishing & managing the relationship with Distributors, Resellers, Converters & Printers and influencers of the industry. 

Should have expert knowledge of the products responsible and a good understanding of the service offerings. 

Have in-depth knowledge of customer's needs and sharpened competitive knowledge and market trends. Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in Avery Dennison as a preferred supplier. Is able to plan, assign work, motivate and coach the team while assuming responsibility for results of the team. 

Key Competencies: 

Analytical & Articulate

Hard Working & Proactive 

Self-Starter & Motivated 

Ability of Multitasking & handling all round expectations

Persistent, Process Oriented & care for Values & Ethics

Team leader who can lead by example

Should be proficient in Excel & PowerPoint 

 Good Written & Verbal Communication Skills in English 

Results and Growth 

• Territory Sales Manager will be responsible to achieve the planned Topline & TP targets (in % as well as absolute terms) as per AOP / IOP for the designated geography. 

• Continuously work to achieve planned month wise Customer wise, Products wise annual agreed targets & desired account share & market share targets. 

• This is a result oriented role in terms of Distribution Management & Revenue Growth where candidate will be also responsible for the performance delivery from all Distributors, Resellers. 

• Create revenue strategies, account plans and business processes for dedicated account management & delivery on revenue targets. 

Sales & Distribution Management 

• Contribute actively to the annual Sales planning for the region & plan for expansion of the region and conversion of the difficult or Competition aligned converters, Printers and resellers to Avery Dennison. 

• Market approach should be to drive & monitor secondary sales across Distributors /Resellers as per month targets. 

• Responsible for conducting monthly reviews with all distributors to evaluate performance both on primary & secondary sales end and drive timely actions if something is amiss. 

• Drive business health through metrics like new accounts opened, account share, market share, portfolio growth, DSO etc. Work on ensuring Minimum 95% collection MOM & timely settlement of customer claims if any. 

• Recommend expansion and business growth strategies & will have to play an active role in negotiating & closing all complex deals. 

• Monthly Sales forecasting for active inventory planning & anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap. 

• Work on achieving the desired distribution reach by appointing State wise distributors as well as Resellers in all major “A” & “B” class towns and ensuring growth at individual Distributor / Resellers level year on year. 

• Develop & build strong relationships with customers at all levels & maintain optimum call cycles to build customer relationships. 

• Proactively identify Professional Education / products understanding gaps of Distributors and their people , work out ways to fulfill these needs through awareness programs, product portfolio sessions. 

• Geographical expansion of the designated territory by correct mapping of the area potential & customers .

• Engaging with top converters of the North region & work towards identifying & catering existing & new end-users for signage & corporate branding opportunities.

• Improve forecasting process basis understanding of all projects & their requirements for better inventory turns & minimize airfreight expenses. 

• Identify gaps in product offerings & continuously work on developing the right products for the markets along with the Product management team & NPD by sharing the right inputs & appropriate business cases. 

Opportunity Management 

• Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of early wins in the Opportunity pipeline reviews. 

• Continuously develop the account to ensure repeat business combined with a proactive focus on developing new end-user business opportunities. 

• Should maintain an opportunity pipeline 3 X the planned revenue as per AOP in SFDC & should conduct timely review on all opportunities for early closures. Minimize the Avg. Days to close & maximize hit rate for all opportunities in SFDC. 

Pricing / Profitability Management 

• Should be able to derive best prices for both Primary & Secondary sales in order to meet the targeted TP % as per AOP. 

• Should be able to effectively use Product mix improvement plans & value selling to maximize ASP & Margins. 

• Should also be able to monitor distributor secondary pricing without directly interfering in it to keep our offerings competitive in the marketplace.

• Graduate ( Engineering/ MBA qualification preferred ). 

• 6-10 years related end to end sales management management experience at a  company having exposure in adhesives, self adhesive media,  specialty lubricants, tapes, industrial  lighting, led module, selling large format printing machines /inks etc.  

• Knowledge of English, Hindi & regional languages is a must.  

• Ability to work in fast paced environment & able to keep pace with growth  expectations  

• Excellent verbal - written communication & interpersonal skills.  

• Self-motivated, adaptable & Self-starter who delivers with zero supervision.

Corporate Ethics

• Maintain a responsible and ethical approach while actively pursuing business outcomes.
• Conduct business within ethics and values expressed as per AD code of conduct. 
• Relationship with customers based on high ethical standards as per organizational code of conduct.