Institutional Sales Manager

ROLE DESCRIPTION

Job Title / Level / Band

FRONTLINE SALES PERSON (FLSP)

Department / Location

INSTITUTIONAL BUSINESS DEPARTMENT

Summarize as to why this Role exists & how it contributes to the overall objectives of the organization

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 implementation of institutional orders
3. Achievement of AOP nos. of assigned territory & product line through proper identifying the universe, managing prospectus and maintaining customer pipeline.
4. Enhance market shares by enforcing the right institutional partners selection and increasing the customer base in the assigned territory

• Institutional customers Govt., Bodies, Education Inst., Hospitals, Hotels, Architect/ID, Real Estate & Construction Companies.
• Any consulting agency empanelled by the organisation

Expectations from the Role / Job

END RESULTS
MAJOR ACTIVITIESSales Target (AOP) Achievement

• Achievement of AOP sales targets adhering the sales strategies of the BU
• Responsible for identifying universe, maintaining pipeline of customers and managing hot prospectus for sales
• Manage existing institutional customers & constantly look for new institutional customers to ensure achievement of sales objectives
• Allocate the total sales target on a territory-wise/town-wise basis for the sales staff on month-wise basis

Network Management

• Ensure continuous increase in the numbers of customers/prospectus in the Companies Universe
• Play an instrumental role in selection and appointment of new business partners
• Maintain good relations with key institutional customers and have a pre-decided standard frequency of visiting them
• Take necessary corrective measures and expansion steps (across all towns and districts) for enhancing the market share& reach in the Institutional segment

Operational Efficiency Improvement

• Maintain payment terms as per the norms of the BU
• Seamless coordination with the cross functional team HR, Sales Administration, IT, Supply Chain, Service for smooth running of operations and meeting the market commitments
• Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
• Providing regular feedback to HO on any new market development / competitor activities / improvement in the existing product range / service delivery / POSM for enhanced customer satisfaction
• Responsible for preparing & maintaining various reports/data and providing HO & Region a meaningful insight along with factual data.