Branch Manager - Fans/Appliance/Pump Industry

Job Title: BRANCH MANAGER

Division: Fans, B2C, Appliance, Pump, Rural

Department: Sales

Reporting to: Direct - Unit Sales Head

Location: Branch Office

SPAN

(Numbers of subordinates reporting to the incumbent)

Direct : 4-10 ASMs

Indirect: 10 - 25 TSMs, Off role Sales & Service

Matrix : ASM Service, Rural

1. PRINCIPAL ACCOUNTABILITY

Drive Branch to achieve sales budgets numbers for all product lines. Develop new channel, Secondary Focus, normal distribution, weighted distribution, deployment of trade policy/scheme, demand forecasting, team appointment, performance review & development. Improve market share and overall administration of the branch.

2. Key Responsibilities

Sales & Collection

- Plan and finalise Annual Budgets in consultation with Regional Sales Head

- Achieve product wise, category wise monthly Sales targets for the branch

- Sales activation plan, BTL activities including CP meets & brand positioning.

- Ensure Collection as per monthly commitment and ROD

- Planning for the monthly S&OP ensuring the supply chain is aligned with the committed requirements

Channel

- Continuously Monitor & Improve Channel Partner Health - Dealer, Distributor.

- Network expansion, correction & Channel management strategies for each product, town category.

- Plan to maximize reach (ND,WD) in all town categories

- Drive channel finance in branch

Process & Automation

- Drive Process Improvement initiatives & effective implementation in branch - Tally Patch, Easy DMS, Field Assist, Dealer Portal etc

People

- Ensure Cross functional efficiency between Sales, Service, Finance, Logistics, Product Manager, trade marketing for smooth functioning of branch.

- Review performance of team and provide necessary inputs for performance.

- Recruit, Review & Coach team for peak performance

- Identify non performers and develop/replace

- Drive R&R, employee engagement initiatives

C&F OPERATIONS

- Coordinate C&F / warehousing operations as per laid down policies.

- Ensure Stock liquidation and min. stock levels as per sales forecasting

Competitor Analysis

- Market Information system

- Competition Analysis, analytics for forecasting and new product development

3. How we Measure your Performance

- % Primary sales targets PL wise to be achieved & RL targets

- % ROD reduction as per corporate guidelines, Collection as per monthly commitment

- Distribution reach - Channel appointment, Reach % as per plan

- Process Improvement Initiatives

- % Team getting Sales Incentive, % Attrition as per plan

Desired Personal Attributes/Functional & Behavioural Competencies

- Execution Excellence

- Courage

- Personal Leadership

- People Development

- Innovation

Education & Age

- MBA - Prefer from Top B Schools

- Age - up to 45 years