Territory Sales Manager - Reflective Solutions

Avery Dennison Corporation (NYSE: AVY) is a global materials science and digital identification solutions company. We are Making Possible™ products and solutions that help advance the industries we serve, providing branding and information solutions that optimize labor and supply chain efficiency, reduce waste, advance sustainability, circularity and transparency, and better connect brands and consumers. We design and develop labeling and functional materials, radio frequency identification (RFID) inlays and tags, software applications that connect the physical and digital, and offerings that enhance branded packaging and carry or display information that improves the customer experience. Serving industries worldwide — including home and personal care, apparel, general retail, e-commerce, logistics, food and grocery, pharmaceuticals and automotive — we employ approximately 35,000 employees in more than 50 countries. Our reported sales in 2024 were $8.8 billion. Learn more at www.averydennison.com.

Job Description (Job Summary + Job Responsibilities)

Job Summary: 

The incumbent shall be responsible for driving sales of Reflective Solutions portfolio from Traffic Signages & Road Furnitures, Automotive OE, Aftermarket, Petroleum, Infrastructure segments, Meet Top Line and throughput targets and drive strategic growth and market share expansion in Tamil Nadu, Pondicherry & Kerala territories. Strengthen and increase network of channel partners and converters and enhance Avery Dennison's brand visibility and market leadership in the region, strictly adhering to the compliances as per organisation's policies

Key Responsibilities:

• Achieve Sales target (monthly, quarterly, annually), throughput target and outstanding collection targets 

• Responsible for setting up revenues and channel partners network by achieving sales objectives by adding new accounts and growing existing accounts

• Develop a thorough understanding of market conditions (e.g., current customers, potential customers, competitors) in assigned territory, and develop a strategy to achieve revenue goals.

• Proactively identify new business partners using screening techniques, referrals, and prospecting to potential customers within territory.

• Present to the various govt agencies (Like NHAI, PWDs. Municipal Corporation,Metro Rail etc) to spec in Avery Dennison products. To be able to respond to tech queries with ease.

• Work with the key stakeholders in the industry - End Client/ Contractors/ Consultant/ Convertors in order to increase sales and improve brand image.

• Uncover and assess customer needs and develop and execute Value Proposition

• Provide product recommendations, samples, technical support, pricing and service information on demand.

• Establish pricing programs and strategies.  Secure optimum product positioning within target accounts.

• Working with Support functions - Procurement/Supply Chain (Forecasting sales & ensuring material availability), Credit & Finance (Collections and profitability), Planning & Despatch (Ensuring smooth material deliveries).

• Look for opportunities wrt existing product range (for OEMs/ Private sector/Infrastructure companies)

• Prepare periodic sales/ project reports as per the requirements.

• Maintain a sales and activity tracker.

• Maintain Opportunity pipeline and regularly update every week with a visibility of conversion & realisation on monthly and quarterly basis.

• Responsible for creating/ renewing effective sales agreements. Work on quarterly/ yearly rebate schemes.

• Work with the Marketing organization to devise marketing strategies, programs, local collateral etc.

• Present the organization at various forums leading to strong networking.

• Collaborate with business partners for exhibiting during exhibitions/ other events.

Key Deliverables:

• Sales target,  collection and profitability targets

• Business expansion.

• Product Mix having a +ve impact on profitability

• Timely Feedback from Customers

• Presence in all team meetings, conference calls

• Meeting deadlines - internal (reports, material ordering etc) . and external (responding to customer queries, addressing tech issues etc)

• Enhance and present to customers value proposition , generate opportunities , incorporate specifications in Tenders and subsequently lead to sales closures

Qualifications & Experience

• Bachelor’s degree in Engineering / Science with MBA is preferred 

• 10-12 years relevant experience in B2B Sales & Channel Management

• Experience in dealing with Government departments (like NHAI, PWD, Roads & Buildings, Municipal Corporations, Public Sector etc) is preferred.

• Experience working in Infrastructure, Road Sector and Ancillary Industries preferred

• Travelling -10- 15 days in a month 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status or other protected status. EEOE/M/F/Vet/Disabled. All your information will be kept confidential according to EEO guidelines.