Territory Manager, Sales

Role Purpose

The Territory Manager is responsible for driving profitable business growth within the assigned region by managing key customer accounts, developing new business opportunities, and ensuring superior customer satisfaction. This role requires strong commercial acumen, cross-functional collaboration, excellent market understanding, and people development capabilities. The Territory Manager will act as the primary business representative for the territory, strengthening Coats’ market presence while ensuring operational excellence in service delivery.

Principal Accountabilities and Key Activities 

Business Development & Sales Growth

• Manage, grow, and deliver profitable business results in the assigned territory in alignment with annual and monthly sales plans.
• Identify new business opportunities, market gaps, and potential customer segments to expand market share.
• Develop strategic action plans to achieve revenue, volume, and profitability targets.

 Customer Relationship Management

• Build and strengthen business relationships with existing and prospective customers to ensure long-term engagement and customer loyalty.
• Maintain regular customer visits, reviews, and business discussions to ensure alignment with customer expectations and industry developments.

 Key Account Management

• Serve as a single point of contact for key accounts, coordinating with internal teams to ensure timely and accurate execution of orders, service requests, product delivery, and production-related requirements.
• Manage urgencies, escalations, and service challenges with speed and professionalism to ensure maximum customer satisfaction.

 Cross-Functional Collaboration

• Work closely with Customer Service, Supply Chain, Logistics, Manufacturing, Quality, and Finance teams to ensure same-day resolution, smooth process flow, and high service standards.
• Ensure order fulfillment KPIs are met consistently while maintaining cost efficiency.

Credit/ Outstanding Management

• Monitor customer outstanding balances, ensuring timely follow-up with Customer Service and Finance teams for reconciliation.
• Manage the credit cycle in line with company policies and mitigate risks related to overdue and bad debts.

 Market Intelligence & Reporting

• Continuously gather competitive intelligence, including pricing trends, competitor activities, product innovations, and customer feedback.
• Prepare and present analysis to internal stakeholders to support strategic decision-making and market planning.

Collaboration with Global Accounts Teams

• Coordinate with regional and global Coats teams to grow business with local and international buyers and global sourcing brands.
• Jointly plan business opportunities that align with global brand strategies, category development, and buyer expectations.

 Team Development & Leadership

• Lead, guide, and develop the reporting team to enhance capability, performance, and future talent pipeline.
• Implement training, coaching, and structured development plans for team members in line with succession and performance objectives.
• Set individual KPIs, monitor performance, and ensure the team is aligned to commercial targets.

Education, Qualifications and Experience

• Business graduate preferably BBA (with Concentration in Marketing) from reputed business institution
• 5+ years inline experience, MNC preferred
• Strong background in account/sales management
• Track record of closing sales and delivering on profit commitments
• Ability to travel extensively
• Strong team player with a can-do attitude
• Strong interpersonal/ communication skills