Regional Sales Manager- West region- Graphics

Job Description

• Achieve monthly, quarterly and yearly sales, margins and cash flow targets ( collection & inventory) for the assigned region.

• Sales Manager is assigned with the responsibility of identifying, establishing & managing the relationship with channel partners, Brand owners, Resellers, Converters/printers and influencers of the industry.

• Responsible for managing and expanding the company s market presence by driving business development initiatives, securing new specification wins, fostering client relationships, and developing strategies to achieve organizational growth and revenue targets.

• Leads a group of individual contributors to achieve/exceed sales targets in a manner consistent with the market practices, company policy and goals.

• Target customers will be in the segments of Banking, NBFC, Retail, Petrochemical, Transportation and Architectural segments etc.

• Keeping an update on market and competitors activities and insights to the management on a regular basis.

• Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in Avery Dennison as a preferred supplier.

Sales & Distribution Management

• Contribute actively to the annual Sales planning for the region by expansion and conversion of converters, Printers and resellers to Avery Dennison.

• Market approach should be to drive & monitor secondary sales across Distributors /Resellers as per month targets.

• Responsible for conducting monthly reviews with all distributors to evaluate performance both on primary & secondary sales end and drive timely actions if something is missed.

• Drive business health through metrics like new accounts opened, share gain, market share, portfolio growth, DSO etc. Work on ensuring collection as per overdue and forecasts MOM & timely settlement of customer claims if any.

• Monthly Sales forecasting for active inventory planning & anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap.

• Build deep understanding of the Eco System & work on developing relationships with key opinion leaders, thought leaders & OEM connect in the region and make engagement plans with them.

Pricing / Profitability Management

• Should be able to derive best prices for both primary & secondary sales in order to meet the targeted margins as per annual plans.

• Should be able to effectively use product mix improvement plans & value selling to maximize ASP & margins.

Process Orientation & Reporting

• Leverage tools like key accounts management, opportunity management & pipeline management for sales excellence.

• Improve forecasting process basis understanding of all projects & their requirements for better inventory turns & minimize airfreight expenses.

• Work out & implement training calendar for conducting Product Portfolio Sessions , Technical Training Sessions , Sales Training Sessions for Internal as well as external customers.

• Ensure Quarterly account reconciliation of all Distributors & direct customers so as to take care of any surprises and all communications on deals, claims to be maintained in writing along with rightful approvals.

Team Management

• Monthly & Weekly review of the agreed execution plan & actively initiate remedial action in the event of any gap or surprises as against agreed plans.

• Timely Completion of Organizational process tools like GPS & LDR for self and team members and leveraging the same for manpower quality improvements.

• Planning timely Coaching sessions for the respective team members to identify & correct their limitations in skill set, understanding or execution capability.

• Experience : min 10 years of sales/business development experience with a proven successful track record in Channel management, Key account management & team handling. Product and market knowledge of the Graphics Industry preferably. Other in