Territory Sales Manager

Job Description

Role Purpose

Drive new vehicle sales across assigned dealerships to achieve volume, market share, and customer experience targets.

Key Responsibilities

• Plan, forecast, and achieve monthly/quarterly sales targets through dealer-wise and model-wise projections, ATL/BTL activities, and pipeline management.
• Manage dealer performance through regular reviews, issue resolution, process adherence, and effective utilization of resources (manpower, budgets, infrastructure).
• Strengthen dealer profitability, working capital management, claims settlement, and coordination with logistics and finance teams.
• Lead and develop dealer sales teams through training, performance reviews, incentive programs, and timely reporting.
• Expand and manage dealer network, support new dealers, and ensure compliance with network and DI norms.
• Ensure best-in-class customer experience by implementing SSI processes, retail excellence initiatives, and timely complaint resolution.
• Provide market and competition intelligence through customer feedback and field insights.

Stakeholder Interaction

• Internal: RM/ZM, Finance, Logistics, Network & Retail Marketing teams
• External: Dealers, Financiers/PSUs, ATL/BTL agencies, OEM competitors

Desired Candidate Profile

• B.E. / Postgraduate (MBA preferred)
• 4–8 years of experience in sales and channel management
• Industry exposure: Automobile, Auto Ancillary, FMCG, Consumer Durables

Key Skills

• Financial & business acumen
• Communication & negotiation
• Data analysis
• Technical understanding