Role Description
Job Title
Regional Sales Manager
Function/Department
Sales
Reporting To
Senior Vice President – Sales & Marketing
Reported By
Sales Team
Location
Delhi
State & Zone
Delhi, Haryana (Urban), Punjab (Urban)
Internal Stakeholders
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Leadership Team, Top Management, Sales Operations, Product Management, R&D HOD, Credit Control, Logistics, Branding and HR
External Stakeholders
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Distributors, Retailers, Contractors, Builders, Engineers & Architects
Role Purpose
- Accountable for driving entire Zonal Performance in terms of Sales Matrix, Specifications, Continuous Improvement in the assigned Zonal to achieve the business objective.
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Heading the sales function and play the role of a catalyst and galvanize /build a team of ASMs /TSMs/SOs and strong field force to achieve the Zonal desired target.
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This role drives performance through strategic Planning for assigned division (Product Sale) and timely implementation and alignment of sales actions/contributions with business objectives.
Key Responsibilities
Sales Planning & Drive Execution
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Drive identified initiatives in the Zone to achieve the overall Sales Objectives.
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Identify & effectively implement major and key initiative at Zonal level in the areas of Market Development, Distribution expansion & Sales Operations.
- Identify the critical grey areas of the Zone affecting sales & take remedial informed actions.
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Continuously monitor market movement and sales matrix status
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Weave strategy to avail uninterrupted sales for the financial year and breakdown into monthly sales plan to achieve the business objectives of the assigned Zones.
- Prepare contingency plan for mitigating situation based on long term relationships with key customers/distributors.
Market development
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Carry out intensive surprise visit to interact with employees, distributors and end-users.
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Ensure to collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes etc.
- Identify success stories and replicate in other parts of the zone. Ensure to share with leadership team and HO for replication in other parts of India.
People & Process Management
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Provide technical insights and decisions to HR Team for recruitment of Mid-Managers Team
- Ensure to provide required coaching and directions to team to enable performance
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Monitor team performance, progress and identify poor performance and related hindrances.
- Mentor poor performance to overcome hindrances area-wise and exercise coaching for performance improvement.
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Identify high performers and communicate to influence and accelerate performance and optimum utilization of available potential of team.
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Develop nurture and retain pool of key talent in assigned Zone.
Inventory Management & Receivables Control
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Regularly monitor inventory pile up in slow- & non-moving SKUs, take remedial actions.
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Intervene to drive collection of receivables in case of exceptions.
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Ensure implementation of commercial policy.
User/Influencer/Distributor Management
- Drive key distributor programs
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Periodically engage with end user/influencer panels for seeking feedback and suggestions.
Demand Generation
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Provide inputs to HO on important objectives to be achieved through Market Development activities.
- Design of Market Development activities.
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Work with Regional Market Development Manager to make Annual and Quarterly plan for market development activities.
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Periodically attend market development activities/meets and give guidance to ASM for improving effectiveness and give feedback to HO on any support required such as application videos.
Product/Scheme & Competition
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Product Launch
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Scheme Design (in consultation with Vice President Sales & Marketing) and feedback on effectiveness of schemes.
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Development and implementation of competition fighting strategy in consultation with Vice President Marketing/ Marketing Head.
Other Supporting Role
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Give inputs to Product Management Team on Zone specific requirements in scheme designs.
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Co-ordinate with Product Management Team for execution of field marketing activities in regions.
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Jo
Skills: Distribution Solutions , B2B Marketing
