Sales Professional-GT Sales

Job description

**Job Description** Main Responsibilities As an Associate ManagerSales (Unitary Cooling Products) within the GT Sales department of the Unitary Products Sales division (General Trade), this role drives channel-led growth, strengthens distributor and direct dealer ecosystems, and ensures disciplined sales execution for Unitary Cooling Products through the General Trade (GT) network. Department: GT Sales Location - Ahmedabad Channel and distribution management - Build, nurture, and scale distributor and direct dealer networks to maximize market reach and availability. - Drive both primary (to channel) and secondary (sell-out) sales with structured plans and weekly/monthly rhythms. - Ensure distributor ROI, service levels, and inventory hygiene to maintain a healthy, motivated channel. Dealer and partner relationship excellence - Deepen partnerships through joint business planning, structured reviews, and timely resolution of issues. - Lead assortment, pricing hygiene, and visibility at point of sale to strengthen brand presence. Trade marketing and demand generation - Execute trade schemes, promotions, and sell-out activations; measure uplift and optimize investments. - Coordinate merchandising, product demos, and seasonal campaigns aligned to category priorities. Governance and process rigor - Enforce policy compliance on claims, credit norms, and documentation; maintain CRM/ERP hygiene. - Monitor collections and overdues; escalate risks early and drive corrective action with partners. Designation: Associate ManagerSales, Unitary Cooling Products Business scope and ownership - Own revenue delivery, coverage, and channel health for assigned markets and product lines within Unitary Cooling Products. - Translate annual operating plans into executable monthly/weekly targets for partners and internal teams. Leadership and collaboration - Guide front-line sales/DSR teams (direct or dotted-line) toward consistent execution and capability building. - Partner with Supply Chain for demand planning, Product/Category for mix and launch readiness, and Service for post-sales experience. Performance cadence - Run data-driven reviews (volume, value, mix, productivity, claim/debit notes, and collection metrics) with clear action plans. - Track competitive moves and relay market intelligence to inform pricing, schemes, and assortment. Role: Sales Professional GT Sales Core responsibilities - Prospect and onboard productive channel partners aligned to coverage gaps and category priorities. - Negotiate and close commercial terms within policy; ensure profitable, compliant growth. - Execution excellence - Deploy beat plans, outlet coverage, and promoter productivity models to drive sustained sell-out. - Maintain accurate forecasts; align supply with demand to minimize stock-outs and excess. Reporting and analytics - Maintain accurate pipeline, secondary/tertiary tracking, and claims data; generate insights for course-correction. - Use dashboards/CRM to institutionalize weekly performance tracking and hygiene. Compliance and ethics - Uphold company code of conduct, fair-trade practices, and documentation standards across all channel activities. - Scope may flex across channels or product priorities based on business needs while remaining within GT Sales. Education and employment terms Qualifications: MBA/PGDBM Nature of employment: On Probation; Probation period: 6 months. Experience - 5 to 12 years of relevant experience in General Trade/channel sales with demonstrated success in distributor and direct dealer management. - Proven track record in driving primary and secondary sales, channel expansion, and trade program execution. Functional competencies - Channel and distribution management: Onboarding, ROI management, inventory hygiene, claim settlement, and credit/collection follow-up. - Sales planning and execution: Target setting, beat planning, coverage expansion, demand forecasting, and seasonality management. - Trade marketing: Scheme design/execution, visibility programs, and sell-out activations with measurable ROI. - Commercial acumen: Negotiation within policy, margin/price hygiene, and disciplined claim documentation. - Data proficiency: CRM/ERP usage, pipeline hygiene, and insight-led reviews for timely course-correction. Behavioral competencies - Result orientation and ownership with strong follow-through. - Stakeholder management and collaboration across Supply Chain, Category/Marketing, Finance, and Service. - Communication and negotiation skills suited to channel environments. - Problem-solving, learning agility, and adherence to compliance and ethical standards.