Asst. Regional Manager/Regional Manager- Sales

Job Title Asst. Regional Manager / Regional Manager -Sales
Location Bangalore- South Karnataka
Reporting to HOD Sales

Desired Profile:
Required Qualification Post Graduation / Graduate with additional 2 Years full time
PGDM in Marketing from reputed & recognize university /
Institute
Experience 11-20 Years of experience in the field of Retail Sales, Business Development, Dealers Management, Market Intelligence, Product Pricing etc.

Technical Skills • Proven experience in cross-selling, and competence in various sales activities
• Experience managing a high performance sales team
• Familiarity with a variety of concepts, practices, and procedures having to do with sales activities
• Must possess strong negotiation and analytical skills
• Know how of Sales & Marketing function in Retail, Project & Institutional environment
• Sound exposure in Project & Channel management, Retail management, Dealer & Distributor management, Govt. agencies, Contractors etc.
• Knowledge of market research, market mapping & product pricing
• Sound understanding of Brand Positioning / Product Promotion
• Sound understanding of PVC, UPVC, CPVC, HDPE, Plastic etc. and technical product positioning in large range of product SKUs

Responsibility Supporting Activities

Sales / Market Development - Executing Sales & Marketing Strategy
• Develops and implements strategic marketing plans and Retail/ Project sales plans and forecasts to achieve corporate objectives.
• Create a robust plan to achieve and win maximum leads from current pipeline
• To scout the key influential parties/bodies who can partner in winning the large project sales
• Ensure achievement in Top Line - New Products Category- wise & Critical Category Targets (Pre-defined) in tons.
• To increase the market penetration and share by appointing new dealers/distributors/retailers/contractors/architects
• Provide timely feedback & work in collaboration with Head Production for availability of stocks & closing the sales pipeline.
• Assess market demand and prepare annual, quarterly and monthly sales targets for the Region.
• Ensure proper monitoring & achievement of OTIF (Processing of Crystal clear dispatchable orders).
• Forecast sales and determine profitability through review of operational records and reports.
• Maintains and expands customer base by counselling sales team; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors
• Monitor customer attrition and plan customer retention strategies.
• Identify relevant pricing trends in the market and of key competitors.
• Interact regularly with potential and existing customers to apprise them on new product offerings/developments.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.

Owning & managing partner relationship

• Engage, Educate & nurture existing partner relationship(Distributors, Dealers/Retailers, Builders, Contractors, Architects and Plumbers etc.) on products / product portfolios.
  • To initiate actions for empanelment in various project.
  • Execute & implement marketing strategy and help to grow the market size with the existing business partners for the respective territory / state
  • Build efficient CRM to gain high sales efficiency.
  • Create a robust engagement to optimize the current partner network

Ensuring product visibility

• Ascertain, gather & discuss the competition movement with the leadership team.
  • Participate & develop various offerings for the zone/cluster/region.
  • Identify the avenues for effective product approvals in respective region.
  • Analyze customer needs and ideas for product development.

Brand Positioning

• Plan & utilize branding budget Area-wise (no. of activities plan v/s actual)
• Ensure proper planning & effective execution of various branding & sales promotional activities (Ensure regular promotional activities like exhibitions, display outlets,
  plumber meet / workshop etc.)
• Work closely with the Brand executives & Sales Team /Executives to have regular plumber/consultant awareness programs & meets (Ensure on time completion of
  influencers meet).
  

Accounts Receivables

• Ensure timely forecasting & collection of payment as per the agreed terms with costing of receivables.
• Ensure lower DSO (Days Sales overdue Outstanding).
• Ensure recovery of outstanding dues from customers
  on time.
• Keeping follow up schedule for payment in coordination & consultation with Sales Team / Executive.
• To create a conducive environment so that the team members perform at their natural best
  

Engage & Nurture Sales Team

• To identify the ASK (Attitude, Skill & Knowledge) gap within the scope of role and to train and nurture the talent.
• Continuous Feedback on individual performance
• Achieve productivity standards from large sales team

MIS & Analytical Report

• Assist Head Marketing in preparing and presenting MIS
• Sales Reports, Quarterly Sales Results PPTs & MOM to the Top Management
• To apply intelligence to the data base generated in order to provide HOD with hands on data along with analysis and POA.
• Analyze the monthly reports of sales team / executive.