Territory Sales Manager-Water Solution Business

PROFILE:- Territory Manager-Water Solution Business

1. Responsible for implementation of the sales strategies of the business line in the assigned territory

2. Achievement of the sales target for the territory through an effective secondary driven sales plan and institutional orders

3. Enhance market shares by enforcing the right business partners selection and increasing institutional customer base in the assigned territory

1. Sales Target (AOP) Achievement

• Achievement of sales targets for the assigned territory by ensuring both institutional orders and secondary sales through correct network partner selection
• Ensure higher frequency of primary and secondary sales orders throughout the month
• Identify new institutional customers through regular cold calling, prospecting & funnelling and ensure maximum conversion
• Manage & ensure engagement of new as well as existing institutional customers
• Identify opportunities for enhancing the value market share for every product category within the business unit in the assigned territory
• Work closely with the business partners and their salesman and establish good working relationships in the market
• Generate leads through regular connect with builders, corporates, influencers and government authorities and ensure maximum conversions through regular follow up with key decision makers
• Gather relevant information regarding any upcoming tenders in the assigned territory and establish relation with such government authorities to bag the tender orders.

2. Distribution Network Management

• Ensure appointment of distributors, direct dealers and retailers in the assigned territory as per the business plan
• Constantly monitor the performance of the business partners identify the non-performers and take corrective actions
• Maintain good relations with key retailers and visit them regularly
• Maintain higher degree of growth in range selling and repeat orders in the territory
• Ensure new / focussed product launches are placed in every potential retail outlet
• Handhold new business partners and provide them with all the necessary support to sustain and deliver
• Catalyse the process of execution of partner sales orders and ensure timely processing of invoicing and product deliveries

1. Schemes & Marketing Communications

• Ensure schemes are very well understood by the business partners and their salesman
• Ensure maximum partners show interest and qualify for the schemes and their productivity is enhanced during the scheme period
• Ensure implementation of various BTL activities in the retail counters in close coordination with trade marketing - GSBs, in-shop branding, display of dummy product, other POSM, etc.
• Highlight any POSM / marketing requirement to the reporting manager and trade marketing
• Keep a tap on the competitors activities and share a consolidated report on their launches, schemes, pricing, POSMs, etc at a regular frequency to the manager

2. People Management

• Ensure TPAs are oriented and inducted well into the system and are considered an extended part of the system
• Ensure ISPs understand the pricing & schemes well and they brief the retail partners and their salesman during their beats
• Ensure the ISPs are familiar with the USPs of the focussed/ new products and they demonstrate FAB well
• Constantly review the performance of the associates as per their productivity criteria and take corrective action wherever required
• Identify the hi-pots amongst the team of associates and refer them to Manager / HR for higher responsibilities
• Monitor the training / job related skill requirements of the associates

3. Operational Efficiency Improvement

• Maintain collection period as per the norms of the BU and organisation
• Ensure effective utilisation of various sales force automation apps
• Review the performance of the territory and develop a learning attitude to understand AOP, APO, BI and DFS for better business understanding
• Reduce the age of the inventory
• Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
• Provide market information and feedback on competitor schemes / offerings to reporting manger.
• Provide daily/ monthly sales report to reporting manager

Major Challenges

1. Lack of long-term secondary schemes prevent engaging of retail partners and frequent billing pattern

2. Most of the sales happen in the last few days of the month

3. Complete product related information being made available to the business partners during new launches (Product catalogues, presentations, videos and tutorials)

4. Higher rate of attrition at the ISP level fully trained resource exits, and the new incumbent takes time to settle down (cost of hiring and training is also involved)

a. Educational Qualifications: Graduate or Post graduate in any stream

b. Relevant Experience: 2 to 5 years of relevant experience in refrigeration/ Small Appliances / Electricals / Paint / other durables

c. Personal Characteristics & Behaviours:

• Strong business acumen
• Good communication and analytical skills
• Self-driven, result and achievement oriented
• Team player
• Street smart with a desire to travel local and upcountry
• Identification & selection skills