We have an opening with an MNC into electrical Switch-gear and Automation products.

Position - Branch Manager - Sales

Job Roll

- Achieve targets for Revenue, Order Booking and Collections every month as per business plan for the region, with a strategic mindset for short term and long term horizon.

- Identify revenue growth opportunities across market segments, geographies and Key accounts; Develop and successfully execute growth strategies for these with full accountability.

- Drive business growth with the team through a structured process for Engagement with Customers, Review of project Funnel and achieve Sales budget consistently.

- Build and Manage the project Pipeline of the team by maintaining a focus on segments, and through a disciplined review process.

- Understand customer portfolio and personally monitor development and revenue from transnational customers like contractors, panel builders, builders, OEMs in commercial residential and retail segments.

- Drive revenue growth in Key Accounts by increasing the share of wallet from the key accounts. Should have an expertise in handling projects business and acumen to deal with contractors, consultants and key accounts. Candidates handling only channel management are not desired.

- Should have an earlier experience of collecting payments from channel partners through teams/ or by setting reminder systems or any other relevant pressurizing tactics, all aimed at timely collections.

- Must have a disciplinary approach in terms of reports, data of customer visits by teams, statutory compliance like various types of form collections/ road permits etc.

- Focus on extensive work with the specifier community ie. key consultants etc. in the region to ensure a strong pull for Solutions.

- Identify measurable outcomes for this activity and drive it aggressively.

- Should possess the knack of handling specifier fraternity - especially for senior electrical consultants and key accounts.

- Should have an acumen for technical understanding of the products being handled and an acumen to use technology / product features as a pitch to generate sales.

- To have a focus on new Solution specification on a budgeted percentage of the total sale.

- Must have an open mindedness in implementation of strategies and changes at all levels.

- Execute promotion plan for Solutions across multiple forums to increase Brand image. Define an apt market promotion plan to cover the complete breadth of the market.

- Identify and suggest promotion activities with all key customers and important influencers.

- Drive the sales team to engage with the customer at levels with key promotion activities, and drive product solutions and differentiator

- Should be maintaining a permanent journey plan within the geographies handled.

- Report new market trends, standards, installation habits; analyze competitor activities, product & pricing tactics/ strategy; provide feedback to product management in order to ensure that product portfolio positioning is in line with the overall global product positioning strategy.

- Find out the moves of competition and draw judgment on what could be the competitor strategy for your region.

- Analyze data from the project pipeline and expected stock orders and project as the forecast for the month with high degree of accuracy.

- Should be able to handle channel partners and not exhibit dependencies on them, but drive them for stocks and routing projects.

- Should been currently in regional mid-level leadership Sales role handling a team size of at least 4 team members.

- Mentor and coach team members in developing their business skills and achieving their targets.

- Develop and execute progression plans for the team members.

- Maintain a healthy culture that is positively charged and has a motivated team within the region.

- Effectively work with peers across regions and functions in a matrix organization to achieve business goals.

Vishal Tripathi

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