Territory Sales Manager

Manager - Sales Specialist (ITMS – Karnataka & Kerala)

Key Responsibilities:

Strategic Planning & Execution:

• Analyze the prospect base and strike rate for the entire zone; devise and implement strategies to improve conversion rates.
• Develop, own, and deliver business plans in collaboration with the business head to achieve revenue goals for Racks, PDUs, KVM, and Software in the zone.
• Forecast demand and execute effective demand planning for the region.

Client & Partner Engagement:

• Build and maintain strong working relationships with consultants, contractors, and customers.
• Engage with consultants and customers to secure favorable specifications for products.
• Train, certify, and enable partner sales teams to drive business growth.
• Drive cross-selling opportunities across the product portfolio.

Sales & Revenue Management:

• Achieve revenue targets for Racks, PDUs, KVM, and Software in the region.
• Generate and maintain a healthy sales pipeline within the system.
• Lead project engagements and drive consistent run-rate business through partners.

Technical & Commercial Expertise:

• Prepare BOQs, generate and select part codes as needed.
• Address technical and commercial queries from customers in a timely and effective manner.
• Collaborate with the central applications team to develop custom solutions when required.

Market Analysis & Trends:

• Stay updated on industry and technology trends to inform strategic decisions.
• Develop ready reckoners, sales kits, and marketing collateral to support sales efforts.
• Analyze competitive landscapes and marketplace dynamics to refine business strategies.

Customer Focus & Feedback:

• Obtain and act on customer feedback to improve satisfaction and retention.
• Address customer concerns promptly to ensure a high level of satisfaction.
• Identify new customer opportunities and nurture existing relationships.

Training & Enablement:

• Conduct product and sales training sessions for Customer Engineers (CEs) and partners.
• Assist in the introduction of new products and release programs to partners and customers.

Documentation & Reporting:

• Maintain comprehensive documentation of all product-related activities and processes.
• Provide regular updates and reports on sales performance, pipeline status, and demand forecasts.

Qualifications & Skills Required:

• Proven experience in sales, preferably in ITMS or related industries.
• Strong technical acumen with the ability to address technical and commercial customer queries.
• Excellent relationship-building skills with consultants, contractors, and partners.
• Strategic thinker with strong analytical and planning abilities.
• Proficiency in forecasting, demand planning, and pipeline management.
• Exceptional communication and presentation skills.
• Up-to-date knowledge of market dynamics, product innovations, and industry trends.