Territory Sales Manager

Company Description: Thermax Limited, incorporated in 1966 and headquartered in Pune, India, is a global conglomerate focused on energy and environment solutions with revenues of around US$1 billion. The company provides integrated offerings in heating, cooling, power generation, water treatment and recycling, air pollution control, and specialty chemicals, helping industries improve resource productivity and profitability while supporting clean air, clean energy, and clean water. Thermax operates in more than 90 countries and serves a wide range of industrial sectors. Its global footprint includes 34 international and 22 domestic offices, along with 14 manufacturing facilities across India and overseas. The group also comprises multiple domestic and international subsidiaries, offering significant opportunities for cross-functional and international collaboration.

Role Description

-Achieving Sales Targets

Drive achievement of Annual Business Plan (ABP) targets through direct sales and channel partner

networks within the assigned territory. Regularly monitor progress against targets and take corrective actions to close gaps and maximize business outcomes.

-Market Development and Coverage

Ensure comprehensive market coverage across geographical territory and industrial sectors within the territory. Track market trends, identify emerging opportunities, and assess competitor activities to stay ahead in the market.

-Lead Generation and Pipeline Management

Oversee the generation, qualification, and conversion of sales leads to maintain a robust

and healthy enquiry pipeline. Collaborate with marketing and dealer teams to generate demand and ensure timely follow-up on all leads.

-Customer Needs Assessment and Opportunity Identification

Engage with customers to understand their operational challenges, energy needs, and performance improvement opportunities. Identify possibilities for plant upgrades and performance improvements.

-Concept and Solution Selling

Promote solution-based selling of new products and applications, highlighting value addition, fuel savings, and lifecycle benefits. Effectively communicate technical and commercial advantages of heating systems and service offerings.

-Business Development through Key Channels

Identify and engage with key accounts, Original Equipment Manufacturers (OEMs), consultants, and

channel associates to drive new and repeat business. Develop long-term partnerships with strategic stakeholders to generate continuous and incremental business growth.

-Dealer Network Management

Manage, support, and develop the dealer network to enhance reach, responsiveness, and service quality. Regularly review dealer performance in the given territory, provide necessary training and support, and ensure alignment with business objectives.

Critical Competency

Knowledge of Boilers and Heaters, Understanding of Concept and Solution Selling, Knowledge of Market Segments and Applications, Proficiency in Enquiry Pipeline Management, Understanding of Industrial Energy Needs, Knowledge of OEM and Channel Sales Models.

Qualifications

• Strong communication and interpersonal skills, including the ability to present technical and commercial information clearly to diverse stakeholders.
• Proven sales and territory management experience, preferably in industrial, engineering, or energy/environment solutions.
• Customer service and relationship management skills, with a track record of building long-term partnerships and addressing customer needs proactively.
• Experience in sales management and training, including pipeline management, forecasting, and supporting the development of channel partners or junior team members.
• Bachelors degree in Engineering, Business, or a related field; a postgraduate qualification in Management is an advantage.
• Strong analytical, negotiation, and problem-solving abilities, with comfort working with sales targets and KPIs.
• Proficiency in CRM tools, MS Office (Excel, PowerPoint), and basic data analysis for sales reporting and planning.
• Ability to travel regularly within the assigned territory and work effectively in a hybrid environment with cross-functional teams.