Purpose - Why does this role exist ?

The role is to provide directions to the team of Area Managers to achieve sales targets/ objectives and also business development

Position reports to : National Sales Manager

Industry : Paint industry only

Key Result Areas (Key Performance Indicators) : 

- Sales and Collection Target Achievement

- Sales Planning

- Demand Creation

- Market Intelligence

- Business Development

- Channel and Influencer Engagement

- People Management

Critical Tasks : 

Business/ Channel :

- Drive overall sales and growth at Regional level by meticulous planning and designing of schemes, inputs and resources

- Explore opportunities for gaining market share by analyzing data and trends to ensure sustainable sale potential

- Analyze data and keep track of key parameters to enhance operational effectiveness

- Identify opportunities for network expansion in the market like addition of new contractors/ dealers, value upgradation of existing dealers etc.

- Design schemes based on sales planning agenda and market feedback to ensure overall contractor/ dealer profitability and sales growth collections

- Oversee effective money circulation with dealers to ensure timely collections and ensure no outstanding dues

- Seeding, New contractor/ dealer appointment & channel Management

- Monitoring the Product Mix, Competitor activities

- Tracking Competitors' Sales, Market Share, Price Position and marketing initiatives

- Conducting promotional activities to ensure the achievement of the sales targets

Customer Service :

- Enhance consumer experience by ensuring resolution of complaints within the defined timelines

- Maintain healthy contractor set by Identifying opportunity areas for engagement through participation in loyalty programs and also facilitate in their value growth by planned interventions

Inventory Management :

- Forecast the material demand in the market appropriately to ensure availability of stock as per market demand Integration

Cross Functional Management :

- Integrate with other verticals like Commercial and Marketing function to promote sales and service to customers

Team Management :

- Strategize and drive growth of core and focused products by identifying opportunities and analyzing trends and getting the plan implemented by the team

- Work on growth and development of the reporting team by providing them with required inputs, direction and opportunities.

- Productive utilization of manpower resources to drive business growths

- Decision making authority (Decisions expected)

Educational Background and Work Experience: 

Education: Full time MBAs from Tier I/ Tier II Institutes

Experience: 12-15 years in Sales post completion of Graduation/ MBA, at least 2 years as Regional Manager

Knows English + Gujarati

Competencies : 

- Interpersonal Skills

- Business Acumen

- Customer Focus

- Ownership & drive for results

- Execution excellence

- Negotiation & Influence

- People Management

- Problem-Solving & Decision Making

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