Position Description  

• Develop and maintain AMT/TSG’s overall portfolio strategy across products, categories, brands, solutions, and services, aligned with growth, margin, and profitability objectives.
• Classify every category/product line using a structured portfolio matrix (growth vs. profitability) and recommend Invest, Fix, Harvest, or Exit actions.
• Own portfolio rationalization and evaluate new category/business-line opportunities, presenting GO/NO-GO recommendations with supporting business cases.
• Evaluate the supplier/brand portfolio and recommend a Good-Better-Best brand architecture that avoids cannibalization across principals and TSG private label.
• Identify cross-sell and solution-bundling opportunities and recommend capital allocation across categories, working with Finance to validate economics before CEO approval.
• Monitor portfolio concentration risk and lead the monthly Portfolio Review with CEO, CFO, Commercial Director, GTM Manager, Product Managers, Business Controller, and Supply Chain.
• Maintain a Portfolio Review Dashboard and track product/category lifecycle stage across the business.

Skills and Technical Competency

• Strong grasp of portfolio strategy, market and competitive analysis, and business planning.
• Strong commercial skills in pricing, gross margin, product/category economics, and channel dynamics.
• Strong analytical and financial-modeling skills to evaluate GMROI, working capital, and contribution by category.
• Cross-functional leadership skills to influence Product, GTM, Sales, Procurement, Finance, and Engineering without direct authority.
• Proficiency in Excel, Power BI, ERP/Odoo, and CRM tools; comfortable using AI/market-intelligence tools.
• Strong executive communication and negotiation skills, including the ability to recommend discontinuing commercially weak products.

Educational Requirements

Job Location: Islamabad

Department: Sales / Commercial

Job Duties:

• Identify, recruit and onboard qualified dealers, distributors and channel partners across assigned territories.
• Develop dealer segmentation and territory coverage plans, identifying market gaps and new business opportunities.
• Manage the complete dealer acquisition process, including lead qualification, credit assessment, approval, onboarding and first order.
• Drive monthly sales, gross-margin, dealer-wise, territory and product/category targets.
• Develop dealer relationships and drive dealer activation, repeat orders, cross-selling and upselling.
• Recommend dealer pricing, quantity discounts and promotional offers within approved authority limits.
• Coordinate with Finance/Credit and Recovery teams for customer financial assessment, credit limits, collections and overdue accounts.
• Develop annual business plans for key distributors covering revenue targets, product mix, territory coverage, stock commitments and growth incentives.
• Coordinate with Marketing on dealer campaigns, product launches, trade promotions, dealer training and channel marketing activities.
• Monitor competitor pricing, discounts, promotions and other relevant market intelligence.
• Coordinate with Inventory/Procurement teams for demand forecasting and management of fast- and slow-moving SKUs.
• Maintain an updated distribution sales pipeline and dealer performance records in Odoo CRM.
• Conduct regular reviews of sales pipeline, market execution, dealer performance and territory growth.
• Supervise and coordinate with Territory Sales Executives, Sales Officers and Inside Sales resources.
• Perform other sales and commercial duties as assigned by the Head of Sales / Commercial Director.

Skills & Competencies:

• Strong sales, communication, negotiation and relationship-management skills.
• Commercially driven, target-oriented and disciplined approach to sales.
• Strong business development, dealer management and channel-building capabilities.
• Good understanding of distribution economics, pricing, margins, credit, collections and inventory management.
• Strong analytical, planning, follow-up and problem-solving skills.
• Proficiency in Odoo CRM, Odoo Sales and Odoo Inventory, along with MS Excel and Power BI/dashboards.
• Ability to work effectively in the field and coordinate with dealers, distributors and cross-functional teams.
• Strong ownership, accountability and execution discipline.

Educational Qualification:

• Bachelor’s degree in Business Administration, Commerce or a related discipline from a recognized institution.
• BBA/B.Com preferred; MBA will be an advantage.
• MBA in Marketing or an Electrical Engineering background combined with an MBA will be considered desirable.

Experience:

• 5–8 years of experience in B2B distribution sales.
• Experience in electrical distribution, industrial products, switchgear, automation, lighting or FMEG will be preferred.
• Strong experience in managing dealer/distributor networks and understanding distribution channels, pricing, margins, collections and inventory.

Key Responsibilities

• Handle B2B sales of Signify LED lighting and ABB electrical products
• Identify and generate new business opportunities in commercial, industrial, and project sectors
• Engage contractors, consultants, and customers for product promotion and technical discussions
• Prepare quotations, follow up on inquiries, and close sales deals
• Provide technical support for product selection and project requirements
• Maintain customer relationships and achieve assigned sales targets

Skills & Competencies

• Proven experience in B2B sales and project handling within commercial/industrial sectors
• Ability to interpret BOQs, technical datasheets, and project requirements
• Strong communication, negotiation, and client relationship management skills
• Ability to coordinate effectively with consultants, contractors, and technical teams
• Target-oriented, with strong follow-up and problem-solving abilities

Educational Requirements

Bachelor's degree in Electrical Engineering or electronics. Candidates with prior experience in electrical product sales will be preferred.

Key Responsibilities

• Handle B2B sales of Signify LED lighting and ABB electrical products
• Identify and generate new business opportunities in commercial, industrial, and project sectors
• Engage contractors, consultants, and customers for product promotion and technical discussions
• Prepare quotations, follow up on inquiries, and close sales deals
• Provide technical support for product selection and project requirements
• Maintain customer relationships and achieve assigned sales targets

Skills & Competencies

• Proven experience in B2B sales and project handling within commercial/industrial sectors
• Ability to interpret BOQs, technical datasheets, and project requirements
• Strong communication, negotiation, and client relationship management skills
• Ability to coordinate effectively with consultants, contractors, and technical teams
• Target-oriented, with strong follow-up and problem-solving abilities

Educational Requirements

Bachelor's degree in Electrical Engineering or electronics. Candidates with prior experience in electrical product sales will be preferred.