Sales Development Manager

Area Sales Development Manager – GMRO (General MRO)

Location - North India (Regional Responsibility)

Role Purpose

The Area Sales Development Manager – GMRO is responsible for driving revenue growth, market penetration, and customer engagement across North India for General MRO industrial consumables, including adhesives, sealants, tapes, maintenance chemicals, and related solutions.

The role focuses on building and scaling a robust distribution network, developing strategic key accounts, and leading the regional sales team to achieve sustainable business growth while strengthening market presence.

Key Responsibilities

1. Revenue Growth & Market Development

• Drive topline and profitable growth for the General MRO business across assigned North India territory.
• Identify and develop new business opportunities in industrial, manufacturing, infrastructure, utilities, and allied segments.
• Increase penetration of GMRO product portfolio through structured market development initiatives.
• Track market trends, competitive activity, and customer needs to refine regional sales strategy.

2. Distribution Network Expansion

• Build, strengthen, and manage a scalable distributor and channel partner network across North India.
• Appoint new distributors, dealers, and sub-dealers to improve reach and coverage.
• Define distributor KPIs, ensure target achievement, and drive productivity improvements.
• Ensure effective implementation of pricing, credit policies, and channel governance.

3. Key Account Management

• Identify, develop, and manage strategic key accounts in the GMRO space.
• Build strong relationships with decision-makers, influencers, and technical stakeholders.
• Lead large opportunity conversions through solution-based selling and value propositions.
• Negotiate commercial terms and ensure long-term sustainability of key accounts.

4. Team Leadership & Capability Building

• Lead, coach, and develop the regional sales team to achieve performance excellence.
• Set clear targets, conduct regular performance reviews, and drive accountability.
• Build product knowledge, application expertise, and solution-selling capabilities within the team.
• Foster a high-performance, customer-centric sales culture.

5. Execution Excellence & Coordination

• Drive effective execution of national and regional sales initiatives.
• Coordinate with marketing, technical services, supply chain, and finance teams to ensure seamless customer experience.
• Monitor sales forecasts, demand planning, and inventory health in collaboration with internal stakeholders.
• Ensure compliance with company policies, safety norms, and ethical standards.

Key Performance Indicators (KPIs)

• Revenue and profitability targets for GMRO portfolio
• Channel expansion and distributor productivity
• Key account acquisition and retention
• Market share growth in focus segments
• Team productivity and capability enhancement

Candidate Profile

Education

• MBA / PGDM (Marketing / Sales) preferred
• Bachelor’s degree in engineering, Chemistry, or Science advantageous

Experience

• 8–12 years of sales and business development experience in B2B / Industrial products
• Proven experience in General MRO, industrial consumables, adhesives, chemicals, or allied industries
• Strong track record in channel sales, distribution management, and key account development
• Prior experience handling North India region is highly desirable

Key Competencies & Skills

• Strong strategic and analytical selling skills
• Excellent relationship-building and negotiation capabilities
• Proven leadership and team management experience
• Ability to drive market expansion and scalable growth
• High customer focus with a solution-oriented mindset
• Strong communication and stakeholder management skills