Area Sales Manager - Hyderabad- Industrial Division 1

• Responsible for sales value achievement & volumes for Industrial products in assigned areas in Projects &

Industries.

• Responsible for capturing market insights and major initiative execution in the assigned geography
• Key Account Management
• Identifying & exploring Industries and opportunities in consultation of Technical Service team
• Accurate & constant feedback to the Management on market developments & competition
• Driving Initiatives as per dynamics of Industrial business in the assigned areas
• Expansion of Industrial clients, Distributor Addition, Contractors Connect for projects
• Manage and accelerate Team Performance and motivate to achieve desired targets.

Key Responsibilities:-

Sales Management

• Achieving assigned sales objectives & targets in terms of;
• - Overall Industrial sales Value
• - Product & Area Wise Sales
• - New/Focused Product Sales
• Driving and executing strategies (not restricted to schemes) to counter competition aggressively
• Ensuring distributors management as per distributors management policy.
• Ensuring 100% schemes execution in consultation with zonal managers/NSM.
• Driving and achieving sales target through his team.
• Analyze Industrial market Data and achieve addition of more Industrial clients.

Distributor & Distribution Management

• Ensuring distributor appointment in vacant territories with the help of Team.
• Ensuring the addition of customers, developing existing customers in the assigned territories with the help of team.
• Ensuring inventory at distributors as per company policy.
• Ensuring100% receivables as per credit policy.
• Responsible for process digitization i.e. DMS, Order management.
• Proactively monitor financially stressed customers and dealers and take corrective action with the help of seniors.
• Control the receivables (from Distributors and customers) and balance confirmations in line with our organization credit norms.

Key Account Management

• Hand holding key accounts of his territory / Area. Review of key accounts, the journey/growth of key accounts on monthly basis capture leads in the CRM basis inputs received in the market.
• Convert leads into opportunities.
• Identify Key Accounts in the area, influencer network in key accounts and develop strategy to tap the business.
• Manage Key Accounts through Techno-commercial aptitude.

Market Development

• Prepare Weekly & monthly report of sites funnel flow.
• Working closely with SOs/TSMs & Technical Services for achieving field marketing targets for users/influencers activation of key accounts.
• Building relationship with end users and customers. Ensure execution to be visible to End users for right quality feedback.

Customer/User Management

• Achievement of Dealer wise sales objectives vs plan and the achievement of secondary sales.
• Resolve sales queries & extend technical support to Dealers.
• Regularly review the dealer wise sales/ secondary sales data provided by Sales coordinator on monthly basis and bust obstacles or escalate as required.
• Relationship building with Customer/User.
• Handling Technical quires/complaints through technical service team.

Team Management

• Driving sales target of Team.
• Discuss Organization performance need with all TSM/Sales Officers on regular intervals.
• Listen to Team Field Issues and guide based on technical and market experience.
• Uplift the morale of all team members and counsel for better performance and sales matrix achievement; appreciate the team for short wins.
• Create healthy sportsmanship competition among the team to drive desired performance.
• Driving Individual KPI along with his team KPI.
• Other Business Initiatives.
• Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers.
• Driving execution of regional business initiatives in the field.
• Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees.

Feedback Mechanism

• Ensure to submit accurate and real time feedback on the new launched products to Product Specialist or Technical Team for further improvements and market inclination.
• Tracking of competition activity in Market and escalating to his L1 & HOD.