About the role

We are Margdarshak Consultants (Executive Search Firm), in business for over a decade and now reckoned as one of the top Recruitment/Selection www.margdarshak.net

Currently we are looking out Professionals for Our Prestigious Client for the position of,

Job Title: Branch Manager – Channel, Project & OEM sales

Reporting To: Regional Sales Manager - East

Location-Kolkata and handling-(ROB-(Except kolkata, Hooghly)

Role Objective-

The State Head – Channel, Project & OEM Sales will be responsible for translating the company’s
sales strategy into branch-level operations through the effective implementation of the Go-to-
Market (GTM) model. The role demands leadership across multiple verticals – Channel, Project,
and OEM – with a strong focus on driving revenue, profitability, and market share while
strengthening the distribution and team capabilities.

Job Responsibilities-

Sales Strategy & Business Delivery:

Convert corporate sales strategy into executable, localized action plans across Channel, Project,

and OEM segments.

Ensure achievement of Primary and Secondary targets, with a strong focus on Product Mix

optimization (HPL, LPL).

Go-to-Market Execution:

Drive the implementation of the full Go-to-Market (GTM) framework in the branch to deliver on

business objectives.

Build and sustain the desired distribution infrastructure to meet Numeric Distribution, Weighted

Distribution, and Market Share targets.

Team Leadership &Capability Building:

Lead and manage a team of ASMs and Frontline Salespersons, along with the BTL Marketing

Manager (where applicable).

Build team capability through structured training, handholding, and performance monitoring.

Key Account Management (KAM):

Personally handle top customers across the project and OEM verticals to strengthen business

relationships and unlock new growth opportunities.

Retail & Influencer Engagement:

Drive retail visibility programs in collaboration with the BTL team to strengthen brand presence

and recall.

Lead influencer engagement initiatives targeting specifiers, contractors, and other key decision-

makers to build brand equity and influence purchase behavior.

Technology Adoption & Process Compliance:

Ensure end-to-end usage and compliance with all sales IT tools including ERP, DMS, CRM, and

Sales Force Automation systems.

Foster a culture of data-driven decision-making and digital discipline across the team.

Desirerd Position Qualification-

-Should have definitely worked in respectable B2C brands in the building material industry

(Paints/Sanitaryware/Adhesives/ Electricals/Hardware). Experience in a consumer goods domain

(FMCG or Durables) will be an added advantage.

-Should have worked in an ERP environment, and should have working exposure to Sales

automation tools (SFA) & IT tools – Distributor Management System (DMS), and CRM

-Should have had exposure to world class systems & processes

-Should have working knowledge of Influencers like Contractors and Architects, along with deep

understanding of Channel

-In Sales function, should have worked as a Sales leader, managing a state or two and leading large

teams

-Should have worked with a sufficiently large Channel network, across T1/T2/T3 towns

-Should have exposure to managing Distributors, as well as managing large dealers

-Working experience in managing both Retail and projects necessary