Territory Sales Manager - Kitchen Appliances (5-10 yrs)

Principal Accountability (Why this role exists?)

- To ensure channel readiness for entry into the kitchen category.

- Assist in channel setup in multi-brand retail outlets, exclusive brand outlets, and regional retail.

- Strengthen the sales network in Mumbai with dealer base expansion.

- Meet primary sales target value and category-wise goals.

- Ensure deployment of marketing collaterals and training of channel partners.

- Oversee overall business development of the category by interfacing with partners in General Trade, Regional Retail, and the Kitchen Dealer Channel.

Key Responsibilities:

Channel:

- Conduct market scanning, research, and identification of potential channel partners.

- Ensure the setup of marketing collaterals & displays at the retailer before launch.

- Deploy sales activation plans, BTL activities, CP meets & brand positioning.

- Drive channel finance for all qualified channel partners.

- Maximize reach (Numerical Distribution, Weighted Distribution) in the city.

- Continuously monitor & improve channel partner health, dealer, and distributor performance.

Sales and Collection:

- Conduct regular market visits to ensure visible availability of Crompton kitchen appliances.

- Plan and achieve annual budget & collection, with ROD plan deployment for the city.

- Manage all channel partners in the respective city (GT, MOR, EBO, etc.).

- Achieve product-wise, channel-wise monthly sales targets for the city.

- Ensure monthly sell-in and sell-out targets of direct channel partners and maintain a strong order pipeline for the month: 7th (10%), 14th (25%), 21st (40%), ME (100%).

- Improve premium contribution of total kitchen appliances sales.

- Oversee overall business development of the category by interfacing with architects, builders, and interior contractors.

Operations:

- Coordinate with Commercial and C & F/warehousing operations as per laid-down policies.

- Ensure stock liquidation and maintain minimum stock levels as per sales forecasting.

- Drive process improvement initiatives & effective implementation in the city, including field assist, dealer portal, leaderboard, and training portal.

- Ensure all retailer demands concerning service SLAs, customer service, and salesperson training are timely addressed.

- Prepare daily, weekly, and monthly MIS in terms of targets assigned & achieved.

- Execute cross-functional efficiency between sales, service, finance, logistics, etc.

People:

- Motivate dealers/retailers to achieve sales quotas and evaluate their performance based on their ability or inability to achieve sales quotas.

- Train all off-role employees (in-shop promoters) in the city.

Market Development:

- Consolidate market feedback on products and share a monthly & quarterly report.

- Provide monthly information to Top Management on potential data, new product opportunities, competition analysis, and analytics for forecasting.

Key Performance Indicators:

- % Channel-wise sales achievement.

- % Sales growth in the city.

- % Active dealers.

- % ROD reduction & collections.

- Market Activations - % Reach as per plan.

- % Focus product targets achieved.

- Overall engagement score (Off-role employees and retailers).

Deepika Talwar | Recruitment Analyst

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