Territory Sales Manager (B2B)

JOB DESCRIPTION – TERRITORY FIELD SALES ENGINEERPositionTerritory Field Sales Engineer – Electrical / Lightning Protection / Industrial Solutions

DepartmentSales & Business Development

LocationTerritory / Field Based

Reporting ToRegional Sales Manager / Sales Head

1. Job SummaryWe are looking for an energetic and target-oriented Territory Field Sales Engineer to develop business for electrical, lightning protection, earthing, electrical safety, and industrial solutions within the assigned territory.

The candidate will be responsible for project identification, lead generation, customer visits, technical presentations, quotation follow-up, order conversion, and maintaining relationships with consultants, EPC contractors, industries, OEMs, electrical contractors, and end users.

The role involves extensive field travel and requires a combination of technical knowledge, sales ability, relationship management, and strong follow-up skills.

• 2. Key ResponsibilitiesA. Territory Sales & Business DevelopmentAchieve assigned monthly, quarterly, and annual sales targets.
• Develop and execute a territory-wise sales strategy.
• Identify new customers, projects, industries, EPC companies, consultants, contractors, and channel partners.
• Generate enquiries and convert leads into orders.
• Develop new business opportunities through regular market visits.
• Maintain an updated sales pipeline and provide accurate sales forecasts.
• Identify upcoming industrial, commercial, infrastructure, and EPC projects.
• B. Project & Consultant DevelopmentVisit project sites and identify upcoming requirements at an early stage.
• Develop relationships with consultants, electrical consultants, project managers, EPC contractors, and decision-makers.
• Promote company products and technical solutions during project planning and design stages.
• Coordinate for product approvals, technical specifications, and vendor registrations.
• Track projects from enquiry stage through final order.
• C. Technical SalesUnderstand customer requirements and recommend suitable technical solutions.
• Conduct technical presentations and product demonstrations.
• Explain applications and benefits of:
• Lightning Protection Systems
• Earthing & Grounding Systems
• Surge Protection Devices
• Electrical Safety Solutions
• Industrial Electrical Products
• Risk Assessment / Lightning Risk Assessment
• Testing, Inspection & Commissioning Services
• Coordinate with the technical/engineering team for drawings, BOQs, technical submittals, and customized solutions.
• Assist customers and project teams with technical clarifications.
• D. Customer Relationship ManagementConduct regular meetings with existing and prospective customers.
• Build long-term relationships with key customers and decision-makers.
• Understand customer concerns and coordinate internally for timely resolution.
• Maintain regular communication with customers after order execution.
• Generate repeat business and referrals.
• E. Enquiry, Quotation & Order Follow-upReceive and understand customer enquiries and technical requirements.
• Coordinate with the estimation/commercial team for preparation of quotations.
• Submit technical and commercial offers to customers.
• Follow up systematically on quotations and negotiations.
• Coordinate with customers for purchase orders and payment terms.
• Ensure smooth handover of confirmed orders to the execution/operations team.
• F. Market IntelligenceMonitor competitors, pricing, products, and market activities.
• Identify new products and emerging market opportunities.
• Collect market feedback and communicate it to management.
• Track competitor presence in major projects.
• Identify potential distributors/dealers and business partners.
• G. Collection & Commercial Follow-upFollow up with customers for outstanding payments.
• Coordinate with the accounts/commercial team for payment collection.
• Support management in resolving commercial issues.
• Ensure timely closure of pending invoices and documentation.

3. Key Customer SegmentsThe candidate will primarily develop business with:

• Oil & Gas / Refineries
• Pharmaceutical Industries
• Chemical & Petrochemical Industries
• Power Plants
• Manufacturing Industries
• Steel & Cement Plants
• Warehouses & Logistics Facilities
• Commercial Buildings
• Data Centres
• Hospitals
• Infrastructure Projects
• EPC Contractors
• Electrical Contractors
• Consultants
• OEMs
• Government / PSU Projects
• 4. Key Performance Indicators (KPIs)KPIMeasurementSales TargetMonthly / Quarterly / Annual achievementNew Customer DevelopmentNumber of new customersLead GenerationQualified leads generatedProject IdentificationNew projects identifiedOrder ConversionEnquiry-to-order conversionCustomer VisitsPlanned vs. actual visitsSales PipelineValue of active opportunitiesCollectionsOutstanding payment recoveryRepeat BusinessOrders from existing customersTerritory CoverageCustomer/project coverage5. Candidate QualificationDiploma / B.E. / B.Tech in Electrical / Electronics / Mechanical / Instrumentation Engineering or equivalent.
• 1–5 years of experience in technical sales, industrial sales, electrical products, EPC, or project sales.
• Candidates with experience in Lightning Protection, Earthing, Electrical Safety, Industrial Electrical Products, EPC or Project Sales will be preferred.
• Fresh engineering graduates with strong communication and sales aptitude may also be considered.
• 6. Required SkillsStrong technical and commercial understanding.
• Excellent communication and negotiation skills.
• Good presentation and customer-handling skills.
• Strong follow-up and lead-conversion ability.
• Ability to develop relationships with consultants and project decision-makers.
• Good knowledge of MS Excel, Word, PowerPoint, and CRM/Sales reporting.
• Strong planning and territory-management skills.
• Ability to work independently and achieve targets.
• Willingness to undertake extensive field travel.
• Valid driving licence preferred.

7. Sales Targets & IncentivesThe selected candidate will be provided with an annual sales target, divided into monthly/quarterly milestones.

Incentive StructurePerformance incentives may be linked to:

• Achievement of monthly/quarterly sales targets.
• New customer acquisition.
• New project development.
• Order conversion.
• Collection performance.
• Achievement above assigned annual targets.

Additional incentives may be provided for exceptional performance as per company policy.

8. Territory ResponsibilitiesThe candidate will be responsible for:

Market → Customer → Project → Enquiry → Technical Discussion → Quotation → Negotiation → Purchase Order → Execution Coordination → Payment Collection → Repeat Business

The candidate is expected to take complete ownership of business development within the assigned territory.

9. Preferred PersonalityWe are looking for someone who is:

• Result-oriented
• Self-motivated
• Confident and presentable
• Technically curious
• Strong in relationship building
• Persistent in follow-ups
• Comfortable with field work and travel
• Capable of working under sales targets
• Honest, disciplined, and professional

Employment TypeFull-time

Travel RequirementExtensive field travel within the assigned territory

SalaryCompetitive salary + TA/DA + Performance Incentives, as per company policy

Career GrowthTerritory Field Sales Engineer → Senior Sales Engineer → Area Sales Manager → Regional Sales Manager → Zonal Sales Manager