Senior Territory Sales Manager

Role Identifier

Job Title	Sales Excellence Support
Business	Laminate
Band	2
Reporting To	Head Sales Excellence

Role Objective

To enhance the effectiveness and productivity of the sales organization by providing analytical, operational, and process support. The role is responsible for strengthening sales planning, performance tracking, CRM governance, sales reporting, incentive administration, sales capability initiatives, and process standardization to enable informed decision-making and improve business performance across Merino Laminates.

Job Responsibilities

1. Sales Performance Analytics

• Prepare and publish daily, weekly, and monthly sales dashboards.
• Monitor achievement against budgets, targets, and forecasts.
• Analyse sales trends, product mix, territory performance, and customer performance.
• Provide actionable insights to improve sales productivity.

2. Sales MIS & Reporting

• Generate accurate and timely MIS reports for leadership.
• Develop standardized sales reports and scorecards.
• Ensure data integrity across sales systems.
• Automate recurring reports wherever possible.

3. Sales Planning & Forecasting

• Support annual sales planning and budgeting.
• Assist in monthly forecasting and demand planning.
• Monitor target allocation and achievement.
• Support business reviews with analytical inputs.

4. CRM & Sales Process Governance

• Monitor CRM usage and compliance across the sales organization.
• Ensure timely updating of customer, opportunity, and pipeline data.
• Recommend improvements to sales processes and workflows.
• Drive CRM adoption and data quality initiatives.

5. Sales Incentive & Performance Management

• Support sales incentive calculations and validation.
• Track KPIs linked to incentive programs.
• Ensure timely reporting for incentive payouts.
• Analyse the effectiveness of sales incentive schemes.

6. Sales Operations Support

• Coordinate with sales teams for business reviews.
• Support product launches with reporting and tracking.
• Maintain master sales databases and customer records.
• Assist in territory mapping and sales coverage optimization.

7. Business Intelligence & Insights

• Conduct market, customer, and competitor analysis.
• Identify business opportunities through data analysis.
• Develop presentations and reports for senior management.
• Support strategic business initiatives with analytical inputs.

8. Continuous Improvement

• Identify opportunities to improve sales processes.
• Standardize reporting formats and operating procedures.
• Support digital transformation initiatives within Sales.
• Drive operational efficiency through automation and process improvements.

Key Performance Indicators

KPI	Measurement
% Reports published within agreed timelines	MIS Timeliness
Error-free reports (%)	Data Accuracy
On-time dashboard publication	Dashboard Availability
Forecast variance (%)	Forecast Accuracy
CRM usage and data completeness (%)	CRM Compliance
Number of analytical reports delivered	Sales Analytics
Error-free incentive calculations (%)	Incentive Accuracy
Number of automation/process improvement initiatives implemented	Process Improvement
Improvement in sales reporting efficiency	Sales Productivity Support
Timely completion of monthly/quarterly business review reports	Business Review Support

Internal Stakeholders

• Chief Sales Officer
• National Sales Head
• Regional Sales Managers
• Area Sales Managers
• Sales Representatives
• Marketing Team
• Product Management Team
• Finance & Commercial
• Supply Chain & Operations
• Customer Service
• IT & Digital Transformation
• Human Resources (Sales Incentives & Performance)

External Stakeholders

• CRM and Sales Automation Solution Providers
• Market Research Agencies
• Business Intelligence Partners
• Channel Partners (for sales data validation where required)
• ERP/Technology Vendors
• Training & Learning Partners

Desired Position Qualification

3–7 years of experience in Sales Excellence, Sales Operations, Sales Analytics, MIS, Business Analytics, Commercial Excellence, or Sales Planning.

Experience in the Building Materials, Laminates, Plywood, MDF, Decorative Surfaces, Paints, Ceramics, FMCG, or Consumer Durables industry is preferred.

Exposure to sales performance management and CRM systems is desirable.

Desired Education Qualification

Bachelor's degree in Business Administration, Commerce, Statistics, Economics, Engineering, or related discipline.

MBA (Sales, Marketing, Business Analytics, Operations, or Finance) preferred.

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