1. Job Purpose
The Sales Manager will be responsible for driving sales growth, market expansion, and channel development within the assigned territory. The role will lead the sales team, manage dealer/distributor relationships, achieve primary and secondary sales targets, improve sell-through, maintain healthy inventory levels, and ensure timely collection of receivables.
The position requires strong knowledge of the mobile phone market, dealer networks, pricing, competition, and retail dynamics, with a strong focus on achieving profitable and sustainable business growth.

 

2. Key Responsibilities
A. Sales & Business Development
· Develop and execute monthly, quarterly, and annual sales plans to achieve assigned targets.
· Drive sell-through across the assigned territory.
· Develop new dealers, retailers, and business partners to expand market coverage.
· Increase market penetration and identify new business opportunities.
· Monitor sales performance by product, model, dealer, territory, and salesperson.
· Ensure achievement of volume, revenue, and profitability targets.
· Prepare accurate sales forecasts based on market demand and channel inventory.
B. Dealer & Channel Management
· Build and maintain strong relationships with dealers, distributors, and key accounts.
· Monitor dealer purchasing patterns, stock levels, sell-through, and payment behavior.
· Ensure effective dealer coverage and regular servicing of the market.
· Develop and implement dealer-wise business plans and targets.
· Identify underperforming dealers and implement corrective action plans.
· Manage channel conflicts, pricing issues, and dealer complaints.
· Expand the active dealer and retail network in line with business objectives.
C. Sell-Through & Market Execution
· Closely monitor sell-through / sell-out and ensure healthy movement of stock from dealers to end consumers.
· Conduct regular market visits to understand demand, pricing, and competitor activity.
· Ensure product availability across priority retail outlets.
· Monitor retail visibility, merchandising, and execution of promotional activities.
· Identify slow-moving models and develop action plans for liquidation.
· Ensure proper product mix based on market demand.
D. Pricing, Competition & Market Intelligence
· Monitor competitor pricing, promotions, schemes, and product launches.
· Provide regular market intelligence and competitor analysis to management.
· Recommend pricing and promotional strategies based on market conditions.
· Identify changes in consumer demand and market trends.
· Ensure compliance with approved pricing and commercial policies.
E. Receivables & Credit Management
· Monitor dealer credit limits, outstanding balances, and overdue payments.
· Ensure timely collection of receivables in coordination with Finance.
· Follow up on overdue accounts and implement corrective actions.
· Ensure sales are conducted within approved credit limits and commercial policies.
· Minimize bad debts and maintain healthy dealer account quality.
· Escalate high-risk customers and overdue accounts to management.
F. Reporting & Business Analysis
· Prepare daily, weekly, and monthly sales reports.
· Analyze target achievement, sales growth, sell-through, and dealer performance.
· Track MTD, YTD, target vs. actual, and year-on-year growth.
· Provide management with regular market and competitor updates.
· Monitor salesperson productivity and territory performance.
· Use sales data to identify opportunities, risks, and corrective actions.
3. Required Qualifications & Experience
· Bachelor's degree in Business Administration, Marketing, Commerce, or a related field.
· 5 years of sales experience, preferably within mobile phones, consumer electronics, FMCG, or telecom distribution.
· Proven experience managing dealers, distributors, and retail channels.
· Previous experience managing a field sales team is preferred.
· Strong understanding of mobile phone distribution and retail market dynamics.
· Strong analytical and negotiation skills.
· Proficiency in MS Excel, PowerPoint, and sales reporting systems.
· Willingness to travel extensively within the assigned territory.