Sales Manager – Dealer & Distributor Network

ROLE PURPOSE The Sales Manager carries Morcom’s number. The role owns primary and secondary sales through the dealer and distributor network — appointing the right channel partners, keeping their counters stocked and their money moving, expanding into towns where Morcom is not yet present, and closing the month on target every month. It is a field role, not a desk role: the market is read from inside shops and distributor godowns, not from a report. The person must know how the appliance trade actually works — margins, schemes, credit, competition pricing, festive loading, replacement and service expectations — and must be able to hold their nerve and their judgement in the last week of the month when the gap is visible and the pressure is real. KEY RESPONSIBILITIES 1. Sales Target & Revenue Delivery Own the number: Deliver the monthly, quarterly and annual sales target for the assigned territory — value, volume and product mix — with no month treated as a write-off. Primary and secondary: Drive not only billing to the distributor (primary) but the movement out of the distributor to retail counters (secondary). Stock sitting in a godown is not a sale. Product mix & new launches: Push the full range rather than only the fast-moving SKU; take responsibility for landing new models and premium variants in the market. Forecasting: Give Production and PPC a realistic month-ahead forecast model-wise, and update it early when the market moves — so the plant builds what will actually sell. Gap management: Track achievement against target weekly, identify the gap by area, partner and model, and put a written recovery plan in place before the month closes. 2. Dealer & Distributor Network Development Appointment & onboarding: Identify, evaluate and appoint distributors, dealers and sub-dealers — financial strength, market reputation, godown and manpower capability, and competing lines already held. White-space expansion: Map towns and districts where Morcom has no presence and open them systematically; increase billing-active counters month on month. Partner ROI: Work the channel partner’s economics with him — investment, stock turns, margin, scheme benefit and return — so the partner stays profitable and committed to the brand. Relationship management: Be the partner’s single point for order, dispatch, claim, scheme and service issues; resolve or escalate the same day and close the loop. Performance review: Review each partner against agreed monthly targets; support the performers, correct the under-performers, and replace non-performing partners with the Director’s approval. Non-performing exits: Recover stock and dues cleanly when a partner is discontinued; no loose ends left in the market. 3. Market Coverage & Field Work Beat plan: Work to a published tour and beat plan — which town, which counters, which day — and report against it, not around it. Retail counter work: Visit retail counters personally: check display, stock, price tags, competitor presence and counter-salesman preference; convert shelf space and salesman mindshare to Morcom. In-shop branding & display: Ensure Morcom display units, POP, danglers and signage are placed and maintained; get the product on the demo counter, not in the carton. Counter-salesman engagement: Train and motivate retail counter staff on the product’s selling points — induction cooking benefits, wattage, safety features, warranty — because they close the sale, not us. Competition intelligence: Track competing brands continuously — price, scheme, new model, credit terms, service response — and report it in structured form to management, with a suggested counter-move. Customer & institutional leads: Capture bulk, corporate-gifting and institutional enquiries picked up in the market and route them correctly. 4. Pricing, Schemes, Margin & Collection Price discipline: Enforce the approved price list and trade margins across the territory; act immediately against under-cutting, cross-territory dumping an