Recruiter at Human Context
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Territory Sales Manager - Consumer Durable/Lighting (1-10 yrs)
Candidates having B2B & B2C Experience in Lighting Division
Roles and Responsibilities:-
1. Lead the process of coming up with incremental growth and channel development strategies for different geographies and market dynamics. Identify white spaces for new distributor rollout, areas for improvement in channel structure and so on.
2. Develop, manage and own the business cases (including economic models, ROI analysis, margin structures etc) for different channel partners. Prepare and implement templates for ROI modeling, distributor assessment etc.
3. Prepare strategic options for channel partnerships in different geographies basis cross-functional coordination with core sales team and product teams.
4. Personally interact with channel partners to gather information on industry developments and to identify opportunities.
5. Closely communicate with sales field force organization, realize frequent customer & retailer visits to measure the field's pulse.
6. Oversee new distributor appointment, launch and monitor performance in initial ramp-up phase.
7. Oversee the development and roll-out of key channel enablers including technology enablers (Eg. Managing Distributor Management Systems rollouts, using Salesforce Automation, working on rollout of dealer portal etc)
8. Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
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