Channel Sales Career Path

Regional Manager/V-P Sales and Marketing/Heads of

MR/Branding/Consumer Insights/S&D/CRM/Business Units
Opportunity for
International moves
from here onwards
Territory Sales Manager/Senior Manager Sales &
Channel Management/ Branch Manager/GM

Area Sales Manager

Business Development Role
Key Account Manager
Advancement based on
Assistant Sales Manager/Relationship performance, NOT tenure
Manager
Responsibility is given from
MT/ST Day 1 - opportunity to learn
and demonstrate ability

Handling of large teams;

multiple stakeholders
 Job Skills and Management Skills: Year 1

Time : 12 months (Year 1 of Service)

Designation: Management Trainee or Sales Trainee

Location of Work : (Trade) Non Metro town

Training focuses on two critical areas : job skills and management skills

Job Skills : 1. Building sales knowledge and sales competencies.

2. Business knowledge of the marketplace.

Management Skills : 1. Selling Skills. 2. Client Management Skills.

3. People Management Skills.

1. Building sales knowledge and sales competencies to handle the

basic task associated with field sales/non-field sales

Product portfolio, value added services, tariffs and rate charts,

personal selling, tele-calling, direct marketing, sales tie-ups, sales

budgeting

Sales targets, sales reporting, trade discount structure, services

portfolio

Field visits and joint-calling with seniors to observe and learn on the

job; induction training

2. Training familiarizes the Management Trainee/Sales Trainee with
the marketplace

Sales structure (sales organization, reporting, and staffing)

Product offerings

Market place (customers, partners, franchisees, creditors,

competitors, and investors)
 Selling skills (seven steps in personal selling, product knowledge,

budgeting, demand forecasting, catchment area management,

market development)

Build client management and selling skills

Company Policies and Processes (Manual of Service Rules)

Physical, Electronic, and Digital Distribution Channels

Foundation knowledge of people management

Job Skills and Management Skills that you will acquire in Years 2 and 3

Time: 36 months (Years 2 and 3 of Service)

Designation : Area Sales Manager/Relationship

Manager/Credit Officer (Executive Grade)

Location of Work: (Trade) Metro Town

Training during the first 24 -36 months of service will focus on two
critical areas : advanced job skills and sales management skills

Advanced Job Skills: 1. Sales Territory Management.

2. HR Skills.

Sales Management Skills: Sales data interpretation and analysis

 Advanced Job Skills: sales territory management and HR skills

At the end of 36 months of service you should be competent to

manage and direct a small team of reportees ( 5-10 sales

executives)

You will be required to assign annual targets, review sales

reports, and monitor sales performance

Sales territories: complex and larger

In terms of geographical dispersion, steeper achievement

targets, generation of new customer leads, and monitoring

reportee sales performance)

 HR Skills

Sales Communication Skills; Sales Correspondence Skills

Basic Sales Negotiation skills: customer management,

grievance redressal, delighting preferred customers

Team Coaching Skills: sales force motivation

Foundation knowledge of Leadership skills: vision and

direction to grow the business

Sales Management Skills

Quantitative tools for market analysis

Merchandising Procedures

Handle multiple data sources from field sales and generate

meaningful interpretations from the same to aid decision making

Report sales performance of reportees and present analysis in

prescribed sales formats to your immediate reporting officer

 A Career Path in Pharma/Biotech/Healthcare/Financial Services
Marketing For Management Graduates

Opportunity for
National Sales/V-P Sales and Marketing/Head-Marketing (Top
International moves
Mgmt.)
from here onwards

RSM/Territory Sales Manager/ Branch Manager/GM (Sr. Mgmt.)

Manager-Marketing/Manager-Institutional Sales/Area
Sales Manager ( Sr. Middle Mgmt) Career Path in Pharma Marketing

Product Manager/ Sr. Product Manager (Middle Mgmt.) Advancement based on

performance, NOT tenure

Asst. PM/District Sales Manager/Area Bus. Responsibility is given from

Manager/Service Manager (Jr. Mgmt.) Day 1 - opportunity to learn
and demonstrate ability
Sales Executive
Handling of large teams;
MT/ST (trainee) multiple stakeholders
A Career Path in Industrial Sales/IT/Telecom/Projects Marketing For
Management Graduates

Opportunity for
International moves Business Unit - Head
from here onwards
All India Head -Marketing
Area Sales Manager/Manager (Projects)
Assistant Sales Manager
Career Path in Business Marketing
Sales Executive Advancement based on
performance, NOT tenure
MT/ST (trainee) Responsibility is given from
Day 1 - opportunity to learn
and demonstrate ability

Handling of large teams;

multiple stakeholders