Territory Sales Manager – Large Domestic Appliances (LDA)

Territory Sales Manager – Large Domestic Appliances (LDA)

Location – New Delhi
Experience- 2–10 years of experience in Large Domestic Appliances / White Goods / Consumer Durables Trade business

1. Key Responsibilities

Sales & Collection (Large Domestic Appliances)

• Achieve product-wise and category-wise monthly sales targets for Large Domestic Appliances (Refrigerators, Washing Machines, Air Conditioners, Dishwashers, Microwave Ovens) for the branch.
• Ensure necessary primary and secondary channel appointments (Distributors, LDA Dealers, Multi-Brand Outlets, Large Format Stores) to achieve business objectives.
• Responsible for achieving the planned market share in LDA by improving reach (ND & WD), enhancing sell-out, bill value, and product mix (premium vs mass).
• Execute sales activation plans, BTL activities, including dealer meets, promoter programs, product demonstrations, live demos, and brand positioning at retail.
• Ensure timely collections, adherence to monthly commitments, and reduction of receivables/OD (ROD) as per corporate guidelines.

Channel Management (LDA Trade)

• Continuously monitor and improve LDA channel partner health – Distributors, Dealers, Large Format Retailers, Multi-Brand Outlets.
• Drive network expansion, channel correction, and channel optimization strategies for LDA products across metro, urban, and semi-urban markets.
• Plan and execute strategies to maximize LDA reach (ND & WD) across general trade, LFRs, modern trade, and key accounts.
• Build strong relationships with retailers, store managers, promoters, and trade partners to drive secondary sales and brand advocacy.

Process & Market Expansion

• Ensure strict adherence to LDA sales, collection, and channel management processes.
• Lead LDA channel development and market penetration initiatives in the assigned area.
• Plan and conduct promotional activities, new model launches, seasonal schemes (festive/summer), in-store branding, visibility drives, and demo programs.
• Handle sales administration, forecasting, stock planning, MIS, and performance reporting.
• Conduct competition analysis, price benchmarking, scheme comparison, and tracking of consumer trends in the Large Domestic Appliances market.

People Management

• Ensure and maximize LDA sales team productivity (TSMs, Sales Executives, Promoters, ISD teams).
• Lead the team from the front on market execution, retail coverage, promoter productivity, and collections.
• Identify, track, and develop future leaders within the branch.
• Review team performance, identify gaps/outliers, and provide coaching and capability building.
• Foster strong interpersonal relationships, collaboration, and employee engagement.

Cross-Functional Coordination

• Ensure seamless coordination with Service, Installation, Logistics, Finance, Product Management, Marketing, and Supply Chain teams for smooth functioning of the LDA business, including deliveries, installations, and post-sales service.

Sales Administration

• Increase productivity and category-wise LDA sales.
• Achieve collection targets and ensure reduction in overdue payments (OD).
• Strengthen LDA channel management and development initiatives.

External Interface

• Track competition activity, LDA market trends, pricing movements, scheme effectiveness, and trade intelligence.

3. How We Measure Your Performance

• Market penetration and development for Large Domestic Appliances
• Effective and efficient LDA sales & marketing execution in the assigned territory/region
• Dealer handling, modern trade performance, and network expansion
• Achievement of sales, sell-out, and collection targets
• Execution of promotional activities, product demonstrations, and customer meets

4. Key Interactions

Internal

• Regional Head, Branch Head, ASM
• Service & Installation Teams
• System Administrator
• Accounts & Administration
• Personnel Department

External

• C&F Agents (LDA Trade Business)
• Customers
• LDA Dealers, Distributors & Retail Chains
• Business Associates
• Government Departments (GST, Sales Tax, Excise, Labour)

5. Desired Personal Attributes / Functional & Behavioural Competencies

• Execution Excellence & Commercial Acumen
• Strong Leadership and Team Handling
• High Energy, Change Agent mindset
• Strong Retail & Trade Relationship Management
• Result Orientation with ownership mindset
• High Accountability
• Effective Communication Skills

6. Education & Experience

• Graduate (Regular) or B.Tech (Electrical / Mechanical)
• MBA (Regular – Preferred)

2–10 years of experience in Large Domestic Appliances / White Goods / Consumer Durables Trade business

Job Type: Full-time

Work Location: In person