Sales Manager

LOK CHEMICALS

JOB DESCRIPTION | MANAGER - SALES

Name

TBH

Designation

Department

Reporting To

• Manager Sales
• Sales & Business Development
• Managing Director / Business Head

Reporting Manager Designation

CTC

Managing Director / Business Head

As per company policy / experience

Responsibility Areas

KRAs

Identify and develop new B2B customers for industrial and specialty chemicals across pharmaceuticals, paints & coatings, textiles, plastics, food, water

treatment and other manufacturing industries.

1. Business Development & New Customer

Acquisition

• Build a qualified sales pipeline through market mapping, references, cold calling, industry networks, exhibitions and field visits.
• Generate inquiries, understand customer requirements, recommend suitable products/applications and convert opportunities into orders.
• Achieve monthly, quarterly and annual sales targets as per the approved business plan of Lok Chemicals.

2. Sales Target & Commercial Management

• Prepare quotations, negotiate price and commercial terms, follow up on proposals and close business within approved margins and credit terms.
• Monitor sales value, gross margin, order book, pipeline and target achievement; prepare forecasts and highlight gaps with corrective actions.
• Develop strong relationships with existing customers and drive repeat business, customer retention and increased share of wallet.
• Conduct regular customer visits and maintain detailed visit reports covering requirements, opportunities, competitor information and next actions.
• Handle customer concerns and coordinate internally for timely resolution; identify cross-selling and up-selling opportunities.
• Track market demand, chemical prices, competitor activities, product availability, customer requirements and emerging applications.
• Identify new products, suppliers, territories and customer segments with potential for profitable trading opportunities.

3. Customer Relationship & Account

Management

4. Market Intelligence & Business

Development

• Provide regular market intelligence and opportunity reports to the Managing Director / Business Head to support commercial decisions.
• Coordinate with Procurement, suppliers, warehouse, logistics, finance and customers to ensure smooth execution of confirmed orders.
• Confirm product specifications, quantity, packaging, delivery schedule, pricing, payment terms and required documentation before order execution.
• Track dispatches and deliveries and proactively resolve supply, logistics or documentation issues affecting customer commitments.
• Follow up with customers for timely payment and coordinate with Finance on customer-wise outstanding and overdue receivables.
• Prepare daily/weekly/monthly sales MIS covering inquiries, quotations, orders, sales value, gross margin, customer visits, pipeline, collections and forecast.
• Maintain accurate CRM records and submit customer calling reports, sales forecasts and action plans within defined timelines.

5. Order Execution & Cross-Functional

Coordination

6. Receivables, MIS & Sales Governance

Ensure sales activities follow company policies and applicable requirements relating to chemical handling, storage, transportation, customer documentation

and approved commercial processes.

7. Compliance, Teamwork & Professional

Development

Work effectively with Procurement, Logistics, Warehouse, Finance and other functions and take ownership for assigned customers, territories and targets.

Continuously improve product knowledge, chemical applications, negotiation, commercial and B2B sales capabilities.

Key Interactions

Internal

External

Customers

Managing Director / Business Head

Procurement / Purchase Team

Warehouse & Logistics

Distributors / Dealers

Business Associates / Industry Contacts

Industry Associations / Exhibition Contacts

HR & Other HODs

Essentials

Knowledge of industrial and specialty chemicals, product applications and B2B customer requirements; chemical-industry experience preferred.

Understanding of chemical trading, sourcing, pricing, logistics, warehousing and order execution.

Technical Competencies

• Knowledge of import/export procedures, commercial documentation and basic EXIM processes will be an advantage.
• Strong working knowledge of MS Excel, Word, PowerPoint and CRM systems; ability to prepare and analyse sales MIS.
• Strong communication, negotiation and relationship-building skills with a professional customer-facing approach.
• Target-oriented, commercially aware, proactive and accountable with strong follow-through and problem-solving ability.

Behavioral Competencies

Bachelors degree in Chemistry, Chemical Engineering, Science, Commerce, Business Administration or a related discipline. MBA or relevant chemical-

industry qualification will be an advantage.

Qualification

5 to 10 years of experience in chemical sales, industrial sales, chemical trading or B2B sales. Experience handling manufacturers, distributors or commercial

clients is preferred.

Work Experience

Travel Requirement

Preferred Knowledge

Willingness to travel regularly for customer meetings, market development, business development, exhibitions and other business requirements.

Understanding of import/export procedures, chemical trading documentation, logistics coordination and industrial chemical applications will be an advantage.