Territory Sales Head - Maharashtra

About the Role and Organization

UltraTech Cement's Building Products Division (BPD) offers technologically advanced construction materials such as Aerated Autoclaved Concrete blocks, Dry Mix Products, and Waterproofing Products. This division supports the construction and infrastructure industry by providing innovative, sustainable solutions that streamline building processes and drive India's infrastructure growth.

The Territory Sales Head for Maharashtra will lead sales efforts to grow market share, maximize revenue, and expand the customer base by managing sales operations for BPD products within the assigned territory. The role reports to the Zonal Head of Sales and functions under the Marketing department.

Key Responsibilities

• Develop and execute sales plans aligned with organizational goals to meet sales, realization, and collection targets.
• Forecast territory sales using historical data and market trends, and oversee accurate order processing and inventory management.
• Break down sales targets into achievable goals for the team, manage the sales pipeline, and ensure timely conversion of leads to sales.
• Expand the customer portfolio by acquiring new clients such as builders, contractors, architects, and distributors.
• Analyze sales data regularly to identify trends, performance gaps, and take corrective actions.
• Foster strong relationships with existing customers and channel partners, supporting their sales efforts through marketing collaboration and resource allocation.
• Set distributor and dealer targets, monitor their performance, and address grievances proactively to strengthen the network.
• Manage complaint resolution promptly to maintain customer trust and satisfaction.
• Ensure optimal product placement across retail outlets and expand market penetration by onboarding new distributors and retailers.
• Track competitor pricing and strategies to stay competitive, communicating changes effectively to relevant stakeholders.
• Coordinate with cross-functional teams including supply chain, logistics, marketing, and commercial departments to synchronize territory sales objectives.
• Enhance the brand’s equity by creating tailored sales strategies suited to territory characteristics.
• Provide leadership, training, and performance reviews for the sales team to achieve targets and maintain morale.
• Engage with industry influencers such as applicators and architects to strengthen the company’s market presence.

Challenges

• Managing 63 varied SKUs under a single management line, which creates complexity.
• Adapting sales approaches to diverse consumer preferences across different geographies.
• Handling a broader geographic scope compared to competitors.
• Strategically managing inventory to minimize waste due to product expiry.

Stakeholder Engagement

• Coordinate internally with Plant Logistics, Sales, Technical, HR, Operations and marketing teams for seamless operations.
• Maintain external relationships with vendors, government officials, dealers, retailers, transporters, and industry influencers.

Qualifications & Experience

Required educational qualifications and experience are not explicitly specified. Candidates with relevant experience in sales leadership within the cement or construction materials sectors will be preferred.

Additional Information

UltraTech BPD is focused on building a competitive advantage through innovation, network expansion, and deep market understanding to capitalize on the fragmented Indian construction chemical market. The company emphasizes continuous R&D, sustainable products, and adapting to market needs.