State Head (Sales)

Sterling™ Manufacturing Company is hiring a State Head – Sales for Odisha. This is the senior-most sales role in the state.

You will own state-level primary sales and lead the complete sales team. From the first weeks after joining you will appoint new distributors and dealers, and you will drive consistent monthly target achievement for LED lighting, fans, wires, switchgear and related electrical goods across every district. You report directly to senior management.

This role suits a hands-on sales leader with an active distributor network in the state and a proven record of meeting targets month after month.

• Achieve the monthly, quarterly and annual primary sales targets for the state, every month.
• Prepare the state sales plan, with product-wise and territory-wise forecasts.
• Split targets across Sales Managers, Area Sales Managers and Sales Executives.
• Track order booking, billing, dispatch and achievement every day; close gaps quickly.
• Grow sales within company pricing and credit policy.

• Begin appointing new distributors and dealers in the state right after joining, using your existing network.
• Activate first billing with new distributors within the first month.
• Keep adding distributors until every district is covered, and grow the active dealer base.
• Review distributor performance, investment, stock levels and market coverage.
• Replace inactive or underperforming distributors quickly.
• Prevent market conflicts, uncontrolled discounting and price undercutting.

• Recruit, train and lead the full state sales team.
• Set clear targets for every team member; review daily, weekly and monthly.
• Join the team on key distributor and dealer visits; coach them in the field.
• Monitor visits, orders, collections and CRM updates by every team member.
• Build a disciplined, accountable, performance-driven team culture.

• Expand into new cities, districts and untapped territories.
• Develop institutional, project and B2B sales opportunities.
• Run distributor conferences, dealer meets, product demos and promotions.
• Improve product availability, visibility and shelf placement in key markets.
• Track competitor products, pricing and schemes; recommend market-specific strategies.

• Collect outstanding payments on time; keep receivables within credit limits.
• Reconcile accounts with distributors and the accounts team.
• Resolve claims, returns and disputes fairly and quickly.
• Balance sales growth, collections and profitability.

• Send accurate daily, weekly and monthly sales and collection reports.
• Present the monthly state review to management: achievement, new distributors and dealers, team productivity, stock movement and market development.
• Work closely with production, logistics, accounts, marketing and customer support.

• 11+ years in sales, with at least 4 years in a state or regional leadership role.
• An active distributor and dealer network in Odisha.
• A consistent record of achieving monthly sales targets.
• Background in electrical goods, LED lighting, fans, switchgear, wires or appliances.
• Experience leading Sales Managers, ASMs and field sales teams.
• Commercially sound: forecasting, collections and credit control.
• Graduate; MBA in Sales & Marketing preferred.
• Good with MS Excel, email and CRM / sales reporting tools.
• Ready to travel across the state 15–20 days a month.

Key skills

State sales management · Primary sales · Distributor appointment · Dealer network development · Team leadership · Territory expansion · Sales forecasting · Collections & credit control · Channel sales · Negotiation

• Monthly primary sales target achievement
• New distributors and dealers appointed after joining
• State sales growth, quarter on quarter
• Active dealer count and district coverage
• Team target achievement
• Collections on time and overdue control
• Forecast accuracy, pricing and credit compliance
• State profitability

• Full ownership of a state, with authority to build your own team
• Fixed salary plus incentives linked directly to target achievement
• Career growth based on performance and business results
• Strong support from head-office teams: production, logistics, marketing and accounts

• 11–13 years experience: ₹8,00,000 – ₹10,00,000 per annum (fixed)
• 13–16 years experience: ₹10,00,000 – ₹12,50,000 per annum (fixed)
• 16+ years experience: ₹12,50,000 – ₹15,00,000 per annum (fixed)
• Performance incentive: up to 20% of fixed salary, paid quarterly on target achievement

Final salary depends on experience, current CTC and interview performance.