AREA SALES MANAGER
Spartek Group – Tiles & Sanitaryware Division
Location: Madurai Region, Tamil Nadu
Department: Sales & Business Development
Reports To: COO and Managing Director
Business: Spartek Tiles & Neycer Sanitaryware
Experience: 4–8 years in Building Materials / Tiles / Sanitaryware / Bathware /
Allied Products
About Spartek Group
Spartek Group is a diversified building materials group with established
businesses across Tiles, Sanitaryware, Precast Products, Flooring,
Construction Chemicals and related building solutions.
The Group's flagship brands include Spartek Tiles and Neycer Sanitaryware,
with a strong focus on expanding market presence, strengthening the dealer
network and building a high-performance sales organisation across South
India.
We are looking for a dynamic and commercially driven Area Sales Manager to
take ownership of sales growth and market development for the Tiles and
Sanitaryware businesses.
Role Purpose
The Area Sales Manager will be responsible for driving revenue, expanding the
distributor and dealer network, increasing market penetration and
strengthening relationships with channel partners within the assigned
territory.
The role will require strong market knowledge, field execution capability and
the ability to identify new business opportunities across dealers, distributors,
retailers, architects, contractors, builders and project customers.
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Key Responsibilities
1. Sales & Revenue Management
- Own the sales target for the assigned territory and deliver monthly,
quarterly and annual revenue objectives.
- Develop and execute territory-level sales plans for Spartek Tiles and
Neycer Sanitaryware.
- Drive primary and secondary sales through distributors and dealers.
- Monitor sales performance by product, dealer, territory and channel.
- Ensure healthy order generation and timely conversion of business
opportunities.
2. Dealer & Distributor Development
- Identify, appoint and develop new distributors, dealers and retailers.
- Expand market coverage and improve product availability within the
assigned territory.
- Build strong and long-term relationships with existing channel partners.
- Regularly assess dealer potential, performance and product mix.
- Ensure effective product visibility, displays, samples and branding at
dealer outlets.
- Identify inactive / low-performing dealers and develop plans to
reactivate them.
3. Market Expansion
- Identify new markets, towns, territories and customer segments for
business expansion.
- Conduct regular market visits and map the competitive landscape.
- Identify white spaces where Spartek and Neycer have limited market
presence.
- Develop strategies to increase market share against competing brands.
- Generate leads from builders, contractors, architects, interior designers
and project customers.
4. Project & Institutional Sales
- Develop project opportunities for tiles and sanitaryware in residential,
commercial, hospitality and institutional segments.
- Build relationships with architects, builders, contractors, developers and
project consultants.
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- Track projects from enquiry and specification through order closure.
- Coordinate with internal teams to ensure timely quotations, samples,
technical information and commercial closure.
5. Channel & Market Intelligence
- Track competitor pricing, schemes, product launches, dealer margins
and market activities.
- Provide regular market intelligence and competitor updates to
management.
- Identify emerging customer preferences and product requirements.
- Recommend suitable product, pricing and promotional strategies based
on market feedback.
6. Collections & Commercial Discipline
- Monitor dealer and distributor outstanding payments.
- Ensure collections are made within agreed credit terms.
- Work closely with the Accounts team to resolve payment and credit-
related issues.
- Maintain commercial discipline while developing the territory.
7. CRM & Reporting
- Maintain accurate customer, dealer, distributor and project information
in the CRM.
- Record daily field activities, customer meetings, enquiries and follow-
ups.
- Submit periodic sales forecasts, territory plans and performance reports.
- Maintain an updated pipeline of new dealers, projects and business
opportunities.
8. Internal Coordination
- Coordinate with Marketing, Product, Operations, Accounts, Logistics and
Customer Service teams.
- Ensure customer requirements are communicated and followed through
effectively.
- Support new product launches, dealer meets, exhibitions and
promotional campaigns.
- Provide feedback to management on product and market requirements.
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Key Performance Indicators (KPIs)
The ASM will be evaluated primarily on:
- Achievement of monthly / quarterly / annual sales targets
- Primary and secondary sales growth
- New distributor and dealer appointments
- Active dealer base growth
- Territory market penetration
- Project and institutional business generated
- Collection efficiency and outstanding control
- Dealer productivity and repeat business
- Product mix and contribution across Tiles & Sanitaryware
- CRM discipline and field activity
- Competitor and market intelligence
- Customer retention and relationship development
Candidate Profile
Essential
- Bachelor's degree in any discipline; MBA / PGDM in Sales & Marketing is
an advantage.
- 4–8 years of relevant sales experience in building materials.
- Experience in Tiles, Sanitaryware, Bathware, Ceramics, Construction
Materials or related categories preferred.
- Strong understanding of dealer-distributor driven sales.
- Proven track record of achieving sales targets.
- Strong field sales and territory management capabilities.
- Willingness to travel extensively within the assigned territory.
Preferred Industry Experience
Candidates from organisations such as:
Kajaria | Somany | Orientbell | Johnson | VitrA | Cera | Hindware |
Parryware | Jaquar | Kohler | Roca | HSIL / Hindware | Simpolo | Nitco |
Asian Granito | Other established building-material brands
will be preferred.
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Key Competencies
- Territory & Channel Management
- Dealer / Distributor Development
- Negotiation & Commercial Acumen
- Customer Relationship Management
- Analytical & Problem-Solving Skills
- Strong Communication & Presentation Skills
What We Are Looking For
We are looking for a high-energy, target-oriented and entrepreneurial sales
professional who can take ownership of a territory and build it like a business.
The ideal candidate should not only manage existing dealers but should be
capable of opening new markets, developing new channel partners,
generating project business and consistently growing the territory.
This is a field-intensive role with significant responsibility for market
expansion and revenue growth.
Pay: ₹40,000.00 - ₹50,000.00 per month
Work Location: In person
