Position Summary
The Senior Sales Manager will drive revenue delivery for an assigned territory/vertical (corporate, institutional, government, or retail) within the Featherlite Raipur dealership, working under the direction of the General Manager – Sales & Marketing. The role owns the sales pipeline, key accounts, and a small team of Sales/Business Development Executives, translating the GM's territory strategy into on-ground execution — from lead generation and client engagement through quotation, order closure, and coordination on project delivery.
Key Responsibilities
1. Sales Execution & Pipeline Management
- Execute the assigned segment of the annual sales plan across FP (Chairs), FC (Imported Collections), and FOS (turnkey workspace projects), as set by the GM.
- Build and maintain a healthy, structured sales pipeline for the assigned territory/accounts, tracking leads from first contact to closure.
- Meet monthly and quarterly revenue, margin, and conversion targets for the assigned vertical or zone.
- Support identification of corporate offices, IT/ITES setups, banks, educational institutions, and hospitals within the assigned territory for outreach.
2. Corporate & B2B Account Management
- Manage day-to-day relationships with assigned corporate accounts, GCCs, and multi-location clients, ensuring consistent follow-up and service.
- Conduct consultative client meetings — understanding requirements before proposing product and workspace solutions.
- Develop and maintain working relationships with architects, interior designers, PMCs, and facility managers who influence assigned accounts.
- Prepare and present accurate, well-structured quotations and proposals within approved pricing and margin guidelines.
3. Government & Institutional Sales Support
- Assist the GM in managing government and institutional opportunities via GeM, Rate Contracts, CPPP, and Chhattisgarh state procurement portals.
- Prepare tender and quotation documentation ensuring compliance with applicable BIS standards (IS 17631–17636).
- Coordinate timelines, documentation, and delivery commitments for institutional orders in the assigned territory.
4. Project Coordination (FOS Support)
- Coordinate with the design and project execution teams through the Requirement Analysis → Design → Quotation → Execution → Installation → After-Sales stages for accounts under this role.
- Provide site-level inputs on space planning, workstation layout, and product combinations, escalating design/engineering needs to the appropriate team.
- Track project timelines for assigned accounts and flag execution risks to the GM proactively.
5. Team Supervision
- Supervise, coach, and motivate a small team of Sales/Business Development Executives assigned to the territory or vertical.
- Set individual activity and revenue targets for team members and monitor daily/weekly performance.
- Support onboarding and induction of new sales hires alongside the GM's induction program (product portfolio, FOS workflow, competitor positioning, mock client meetings).
6. Marketing & Market Intelligence
- Support local marketing activities — showroom demonstrations, B2B events, architect/designer meet-ups, and regional trade exhibitions — as directed by the GM.
- Use Featherlite's BIFMA, GreenPro, and BIS certifications as trust-building points in client pitches.
- Track competitor activity (Godrej Interio, Nilkamal, Durian, and local players) within the assigned territory and report insights to the GM.
7. Reporting & Coordination
- Maintain up-to-date CRM records and provide accurate weekly/monthly pipeline and sales reports to the GM – Sales & Marketing.
- Coordinate with the back-office, design, and project execution teams to ensure smooth order fulfilment and after-sales support.
- Escalate pricing exceptions, credit terms, or account-level issues beyond approved authority to the GM.
Key Skills & Competencies
- Solid experience in B2B and/or institutional furniture, interiors, or capital goods sales with a consultative selling approach.
- Working familiarity with government procurement processes (GeM, CPPP, Rate Contracts, tendering).
- Basic space-planning and workspace design literacy sufficient to guide client conversations.
- Strong relationship-building skills with corporate procurement teams, architects, and PMCs.
- Good local market knowledge of Raipur/Chhattisgarh's corporate and institutional landscape.
- Proficiency with CRM/quotation tools and MS Office/Excel for proposal preparation and reporting.
- Strong communication, negotiation, and team supervision skills.
Qualifications
- Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
- 4–8 years of experience in furniture, interiors, workspace solutions, or B2B capital goods sales, with some experience leading or mentoring a small team.
- Exposure to government or institutional sales cycles preferred.
- Existing local network among architects, interior designers, or corporate facility managers in Raipur is an added advantage.
NOTE: This job description is intended to convey essential job responsibilities and is not exhaustive of all duties that may be assigned.
Pay: ₹30,000.00 - ₹50,000.00 per month
Benefits:
- Health insurance
- Provident Fund
Work Location: In person
