Statehead For Utility Lighting at Mumbai

Role & responsibilities:-

1. Sales Plan Achievement:-

- Develops Sales plans, secondary schemes and budgets to achieve or exceed the annual sales for the region.

- Develop existing channel and appointment of new channel as per the need of the territory.

- Monitor and control the sales budget to ensure optimum utilization of resources in the region

- Conduct regular market visits to check beat plans, competitor activity and continuously search for new opportunities in order to increase sales in the region

- Contribute to the sales plans by providing proactive information on product quality, customer service, problems / issues, pricing, promotion activities required, etc.

- Forecasting monthly product forecast for adequate availability of stocks with respect to sales budget.

Identify new areas to appoint stockiest/substokiest for territories where direct selling is difficult.

2. Channel Development / Management / Expansion:-

- Facilitate development and maintenance of efficient distribution network to ensure the comprehensive availability of companys products and services across the region to achieve or exceed the sales targets

- Drive market development initiatives at regional level through secondary schemes deployment, promotions plan, etc

- Drive implementation of attractive incentive plan for retailers from time to time and continuous engagement of retailers.

- Work closely with regional heads to identify strategies for expanding the distributors and dealers network.

Drive relationship management with Key / top channel partners / distributors and retailers within the Region.

3. Competitor activity / Market share :-

- Analyze information pertaining to competitive products, competitive prices, and related terms and conditions of sale and offer feedback on the market and competitors and document such information for strategic positioning of USHAs products.

Provide feedback on the market and competitors to the regional and sales functions.

4. People Management:-

- Develop the necessary Regional Sales Management organisation structure and ensure the right calibre of staffing is in place to meet all job requirements.

- Provide leadership so that staff are well motivated and engaged to stay and contribute effectively to the organisation.

Ensure skill up-gradation of sales teams through exposure to various training and learning initiatives

Key Decisions this job will facilitate:-

a. Decisions on selection of right motivator for the Distribution Channel ensuring channel management & business delivery

• on-boarding of right channel partners / distributors
• deployment of schemes
• trade / special initiatives
• incentive to channel

b. Business Decisions / Calls :

• Competition in Decorative Lighting is extremely tough (Chinese products)
• Competitors often attempt to enhance their sales capture market through irrational & sometimes loss-making schemes.
• Role requires to take logical decisions to negate such challenges in the market

c. Budgeting Decisions :

• RIGHT allocation of funds to various Sales verticals
• Changing market conditions require investments if business delivery, market share and revenues are to be protected & enhanced which at times also require more than what is budgeted to be invested

d. People Decisions on weeding out non-performers / those who are not able to deliver

Preferred candidate from Lighting industry