AddressJOB DESCRIPTION:
Position : Sales Manager / Regional Sales Manager
Department : Sales
Location : Delhi
Reports to : Head Sales Whole Sales
Reported by : Sales Officers
ROLE OBJECTIVE:
As Regional Manager Sales, the incumbent:
- Assumes overall responsibility for achieving 100 % sales targets both in terms of volumes and revenue within the area/territory.
- Assists in formulating selling costs, sales targets, strategies, sales organization development, distributors satisfaction management.
- Executes all sales initiatives and sales operations in the area/territory
- Ensures timely receivables from customers.
- Assists in accurate forecasting of demand for the area/ territory factoring constraints and
contingencies.
- Executes dealer development operations to facilitate streamlined flow of goods meeting consumer requirements in the region.
- Executes the sales strategy for the organization at a territory level.
RESPONSIBILITIES:
- Executes the sales strategy with comprehensive product coverage within the area / territory.
- Assists in developing new strategies in areas of product / market development for generating new business and to reach out to untapped markets by identifying consumer needs.
- Executes the distribution strategy to ensure optimal supply of goods based on market requirements in the territory up to the retailer level
- Coordinates with dealers/retailers/stores in the territory to get required stock status information on a real time basis.
- Assists in minimising selling costs & contributes to pricing decisions for all SKUs
- Contributes towards accurate demand forecasting factoring constraints and contingencies and provides periodic forecasts by lines of business and products to the Head of Sales - WS
- Collects and analyses market reports and provides the information to Head of Sales - WS
- Keeps track of changes in market situations and tracks historical MIS on various brands store wise and area wise
- Implements area /territory specific marketing activities in collaboration with the marketing team to increase visibility of the products and/or services
- Manages Inventory of finished goods streamlining stock flow from depots to dealers/distributors/retailers in the territory
- Assists in efficient debtor management by monitoring receivables from the customers and ensuring early recovery within due date.
- Implements mechanisms for distribution extensions & secondary sales.
- Executes the credit policy within the region ensuring consistency to facilitate free cash flow without blockage of funds.
- Executes promotions for various brands within the area / territory as a thrust mechanism t improve sales.
- Ensures and executes adequate training for the sales team reporting to incumbent.
- Develops & motivates the field force personnel and trains them to build the Ronak brand.
- Addresses issues related to manpower in coordination with HR.
Key Internal Interfaces:
- Vertical Head Sales: For all Sales related operational matters
- Marketing: For marketing & promotion strategies
- Finance: For all MIS & cost & budget related issues
- HR: For issues relating to Sales HR
- Supply Chain: For supply chain related issues
Key External Interfaces:
- Distributors
- Retailers
- Market research agencies
DESIRED PROFILE:
Education: Post Graduate Diploma / MBA or equivalent in Sales & Marketing
Experience: 5-7 years in Sales & Marketing and at least 3 years in a position of similar responsibility
DESIRED SKILLS:
Functional:
- Understanding of Markets and customer segments
- Sales Process and Strategy
- Product knowledge
- Customer focus
Behavioral:
- Planning & organizing
- Communication Skills
- Analytical Ability
- Negotiation skills
- Proactive
- Result oriented
