Manager- Institutional Sales

Experience: 8-10 years

Location: Delhi, Bangalore, Kolkata, Mumbai

Roles & Responsibilities:

Manage Regional Operations:

• Oversee day-to-day regional operations to ensure seamless execution of business strategies.
• Monitor regional performance and ensure Assistant Managers and Project Sales Executives (PSEs) meet their sales and tonnage targets.
• Develop and implement action plans to address any performance gaps or obstacles.

Analyze Sales and Performance Reports:

• Review weekly and monthly sales reports for all regions to identify emerging trends, opportunities, and improvement areas.
• Conduct data-driven analysis to understand key performance drivers, and prepare strategic recommendations.
• Identify performance discrepancies and take corrective actions to improve sales figures and operational efficiency.

Build and Manage Key Accounts:

• Build and nurture long-term relationships with high-priority customers, including A-category accounts (top-tier clients such as large builders, architects, and fabricators).
• Develop personalized solutions and maintain regular communication with key accounts to ensure high levels of satisfaction and retention.
• Leverage relationships to drive growth and business expansion across regions.

Provide Training and Guidance to Team:

• Lead and mentor Assistant Managers and PSEs to ensure professional growth and consistent performance.
• Conduct regular training sessions to develop their sales, negotiation, and customer relationship skills.
• Provide on-the-job guidance, feedback, and performance evaluations to foster a culture of continuous improvement.

Focus on A-Category Account Acquisition and Retention:

• Prioritize strategies for acquiring and retaining high-value A-category accounts.
• Establish a customer acquisition pipeline, focusing on new business opportunities in the premium market segment.
• Ensure a proactive approach to customer management, aiming to build loyalty and long-term partnerships.

Key Performance Areas (KPAs):

• Achievement of regional sales, tonnage, and revenue targets.
• Quality of leadership and mentorship provided to Assistant Managers and PSEs.
• Timely resolution of escalated issues and effective problem-solving.
• Growth and retention of A-category accounts, including tonnage increase.

Qualifications and Skills:

• MBA in Marketing or equivalent preferred.
• 8-10 years of experience in project sales, business development, or a similar role.
• Proven leadership, communication, and team management skills.
• Expertise in CRM tools, sales reporting, and performance analysis.