1. Regional sales strategy formulation support
§ Provide market intelligence and trends to enable shaping future strategy of the region § Chalk out the territory strategy for sales aligned with the strategy of the region § Support the Regional Sales Manager with new product sales in the territory by contributing to aspects such as product positioning, promotion, sales training, and distributor exclusivity § Consistently evaluate market trends and competitor moves to protect existing sales and maximize future sales opportunities
2. Sales management and planning
§ Allocate the territory sales targets by sub-territory, distributors and products (new and existing) based on the market potential § Prepare the detailed sales plan for the territory consolidating after review, inputs such as tour plans, knowledge tool data etc. from the sub-territory heads. Append own tour plan and share the monthly activity planning report with the Regional Sales Manager § Monitor allocated targets and conduct daily discussions with the team to review sales numbers. Identify deviations from the plan and ensure immediate course correction § Collate data on sales by segment, distributor, product and category. Analyze collated data and provide overall sales projections for the territory
3. Sales network expansion
§ Determine areas for appointment of new distributors. These could be existing areas being managed by distributor/s not meeting allocated targets or areas with untapped market potential § Identify good distribution houses/whole sellers in the concerned areas. Create a short-list of potential distributors basis their financial background, reach, credibility § Meet shortlisted distributors to understand their interest in working with Varroc India. Determine the final parties the Regional Sales Managers would meet prior to confirming appointment § Appoint sub-dealers / market retailers through the distributors enabling further expansion of the sales channel
4. Sales network effectiveness
§ Enhance effectiveness of the distributors’ / sub-dealers’ / retailers’ salesforce by organizing trainings by Regional Sales Managers on product technicalities, profitability improvement and mission-critical behavioral competencies § Conduct monthly review of sales for each distributor comparing performance with other distributors in the network § Compile all market related issues and ensure the same are addressed during reviews and trainings
5. Collections and control on outstanding
§ Deploy cash discount to the distributors basis set guidelines and policies. Ensure outstanding payment is restricted to 11-15 days § Follow up for payment by the distributor post billing. Reach out to retailers and encourage them to clear dues on a timely basis
6. Team development
§ Participate in recruitment process to identify the right talent across positions within the function § Establish individual performance expectations and regularly review individual performance of the team § Identify and create development opportunities for team members to enhance functional knowledge § Appropriately groom the team to enable optimal utilization of employee potential
