Regional Manager - Corporate Sales (5-9 yrs)

Regional Manager - Corporate Sales

Job Details:

To formulate and drive the institutional sales strategy across regions in alignment with the overall business strategy to effectively manage the sales, operations, marketing & administration of the Institutional sales business.

Knowledge:

- Industry channel knowledge.

- Market trends.

- Understanding of latest corporate gifting trends across industries.

- Commercial acumen.

Sales: Business Development: Opportunity Study

1. Conduct opportunity analysis across the industry to identify new avenues of business in a B2B sales context.

2. Identify and develop new product ranges and offerings to enter new businesses based on customer demand or anticipated requirements with coordination from all the relevant internal stakeholders on regular basis.

3. Create, collate and share the category-wise data points on the current and future market trends to enable the strategic objective formulation.

Sales: Sales Planning: Budget Allocation:

- Consolidate and share the channel wise quarterly budget requirements along with the intended timelines which include the budgets for sales promotions, catalogue build-up, marketing and brand building activities etc.

Sales: Sales Planning: Manpower planning:

- Assess potential work and identify manpower requirements based on targets and forecasts

- Consolidate and provide the manpower required for the financial year to the senior management for approvals

Sales: Sales Planning: Forecasting:

- Approve the forecast data for fast moving items (Super Heads) while considering the requirements from internal brand and product teams.

Sales: Pricing Strategy: Discount negotiation:

- Assess the discount requirement escalated from the regional executives based on ticket size, future business opportunities etc. and approve the final discount price on the product.

- Manage product sales within the pre-approved discount ranges and escalate in cases required.

Sales: Sales Order Management: Customer Coordination:

- Identify the requirements and potential business opportunities from large key accounts and propose solutions either from the existing product portfolio or by placing a customised order.

Sales: Sales Order Management: Design Coordination:

- Coordinate with channel managers and seek approvals in case of design modification/ creation requests received from the customers.

- Ensure client satisfaction in the final design approved for production.

Sales: Training & development: Product Training:

- Conduct training needs identification exercise in terms of product knowledge to identify areas of improvement for the regional executives.

- Manage and conduct training programs with coordination from a third party training agencies including their empanelment after appropriate due diligence.

Sales: Training & development: Competency Training:

- Conduct training needs identification exercise and provide requirements to the concern teams to devise periodic competency trainings.

Sales: Sales Execution: Customer and Accounts Management:

- Ensure that the assignment given by the channel managers are thoroughly examined and converted into sales.

Sales: Sales Execution: Sales Reporting:

- Prepare sales report on daily basis and appraise the same.

- Analyse category-wise sales performance periodically and formulate course correction measures to ensure target achievement.

Sales: Sales Operations Management: Performance Management:

- Establish the process of monitoring the performance of individual and team and create communication mechanism involving sales reports, cyclical sales meetings etc. with individual growth plans.

Sales: Sales Operations Management: Territory management and planning:

- Construct a detailed travel plan along with the regional executives targeted at generating or nurturing leads from prospective and existing corporate clients.

- Supervise the day-to-day operations to ensure that work processes are implemented as designed and comply with established policies, processes and procedures.

- Create a performance driven culture in the team through target setting, timely monitoring, performance parameter reviews and providing feedback to the team members.

Sales: Sales Operations Management: Third Party Management:

- Liaison with vendors for activities related to marketing of the products including marketing campaigns, product catalogues, corporate initiatives etc.

- Develop products in coordination with vendors for packaging like box casing by exploring advanced packaging materials.

- Manage and maintain sales force software provided by external third party vendors with the help of internal IT teams.

Sales: Sales Operations Management: Incentive Management:

- Devise sales incentive plans specific to a region while maintaining the alignment with the overall yearly incentive plan.