Bajaj Electricals - Manager - Sales - Corporate Institutions

Sales Manager - Corp. Institutions

Major Areas of Responsibilities:

B2B / Corporate Sales:

- To achieve and exceed 100% annual Sales Plan by value and by product category and thus ensuring that the Company meets its market share objectives.

- Managing & Expanding current business base into existing & new territories

- Exploring new avenues of business in B2B corporate sales business

- Funnel creation by way of generating leads for bulk requirements of corporates

- Ensure sales forecasting and Material arrangement

- Create B2B segment wise plan and execution.

- Ensuring 100% collections as per the collection norms and with a minimum CEI of 80%

Competitor analysis:

- Collect, analyze and disseminate information to field force and HO for competitor activities, Institution wise market share,

- Ensure every team member is well aware of market, pricing and promotional strategies of competitors & own company.

Optimizing output by effective management of the frontline field force by :

- Monitoring TSI-wise performance (weekly /monthly /annual) and take adequate steps to increase the productivity of each TSI.

- To ensure that his team adheres field discipline/ reporting norms.

- Eliminating accounts / partners complaints and settling complaints within lead times, as per norms.

- Effectively monitoring performance, appraising and provide training to all team members.

Manage Financials:

- Manage ROI & Profitability of assigned branches.

- Ensure timely collections as per agreed terms.

- Optimize travel, communication, conveyance and miscellaneous expenses.

Person Specifications:

Essential Qualification: Any Post Graduate

Desired Qualification: MBA/ PGDM in Sales & Marketing

Experience: 3-8 years of experience in B2B sales - preferably from consumer durable and FMCG industry

Industry Preference: Consumer Durables, FMCG, Home Appliances/Kitchen Appliances