Bajaj Electricals - Regional Sales Development Manager

Regional Sales Development Manager

Job purpose & Scope:

To lead & drive the following pivots in the Zone :

1) GTM and Distribution

2) R Rollout & Sustain RREP processes

3) Sales Capability & 4_ Sales IT

Major Areas of Responsibilities:

1) GTM & Distribution:

- Ensure New distributor appointment as per plan.

- Ensure New Dealer appointment as per plan

- Focus on churn retailers/ zero billed retailers and get them into active retailer base

- Beat planning of TSMs and ensure adherence

- Beat planning of DSOs and ensure adherence of the same.

- Ensure right outlets are part of the beats

- Focus on increasing distribution reach

- Focus on driving share in weighted outlets

- Look at different GTM models that will help optimize cost to serve and overall retailer satisfaction

- Focus on weak geos/clusters and provide support to get them back on track

- Ensure that same store growths are healthy

- Ensure Governance of Principles laid down - system hygiene, quality of servicing, pricing hygiene, etc..)

2) Roll out and Sustain RREP processes:

- Sustainance of weak distributor. Devise performance improvement plan and implement

- Sustainance of low performing DSOs, Devise performance improvement plan and implement

- Making the channel and the team aware of the BPR concept and execute the BPR norms

- Focus on driving process efficiency indices - Productivity %, Range, New outlet expansion, etc..

- Implement the JBP - Joint Business Planning process with the Distributors

3) Sales Capability:

- New TSM Induction & Training

- New DSO induction & training

- Responsible for the lifecycle of DSOs from hiring to induction to retention

- Ensure that the sales call process focused on Value-Selling is followed diligently by all in the team

- Lead and Drive the OJT (On The Job Training) for the TSMs

- Ensure all DSO vacancies are plugged within the TAT

- Ensure all TSM vacancies are plugged within the TAT

- Ensure weekly reviews of DSOs

- Ensure Monthly meets are taking place as per the cadence (ZH-RM review meet, RM-TSM review meet, TSM - DSO review meet)

4) Sales IT:

- Ensure deployment of Digital Tools - DMS/SFA/Retailer App/ Power BI etc.

- Ensure adoption of all Digital Tools

- Resolution of open issue regarding DMS/SFA with the concerned teams.

- Benchmark best-in-class practices in the Sales IT domain and see how these can be incorporated here trainings to improve quality of reviews

- Validation of review's & sustenance action plan

- Man Management

- Review of own team

- Refresher training for own team & sales team to improve effectiveness