Head - Sales - Retail & Institutional Sales

Title: Head - Sales

Location : Mumbai

Function: BD

Responsibility Level: Senior level

Reporting to: MD

Job Responsibilities: Key Performance Indicators (KPIs)

Revenue Generation:

- Conceptualizing, planning and implementing a comprehensive Sales strategy (institutional & retail) & budget for Maharashtra region

- Achieving growth vis-a-vis targets by executing the sales strategy

- Responsible for monitoring the actuals vs budget, analysing variances and taking corrective action

- Direct, supervise, monitor and develop sales team to achieve assigned targets

- Ensure timely collection of payments from existing clients

- Revenue Generation - 60%

- Ensure Sales strategy for 2015-2016 is finalised by ___

- Ensure budget and manpower requirement is finalized by_________

- Achieve sales target of ____ per annum year 2015-16

- Ensure minimum ______ no of customers per month

- Ensure profitability on the investment

- Ensure the sales overhead expenses remains within the budget

Business Intelligence:

- Anticipate demands through market study, competitor information and analysis of potential customers

- Generate target customer databases by analysing buying appetite of various customers to ensure a robust sales pipeline

- Business Intelligence - 10%

- Ensure the customer database is created by ____ & updated on monthly basis

Customer Relations:

- Build and maintain strong working relationship with potential and current customers for business opportunities.

- Ensure regular feedback from key customer to maintain smooth relationship and enhance the magazine

- Ensure repeat orders from existing customers by maintaining positive relationship

- Ensure timely redressal of pre & post sales customer queries and grievances

- Customer Relations - 10%

- Ensure 100% customer satisfaction and zero complaints with 5% deviation

- Ensure repetition of order from _____ old customer and creation of _____new customer in a month

- Ensure redressal of customer complaints in 24 hours after the complaint is registered

Operations, MIS and Documentation:

- Ensure adherence to SOP's formulated and strive continuously to improve the same

- Ensure all relevant information is passed on to internal team of marketing and alliances and to avoid any kind of confusion related to customer requirements

- Ensure Monthly monitoring of Sales through reports and timely submission of all required MIS to management

- Responsible for safeguarding of all documents related customer and their orders

- Ensure ethical conduct in the organization

- Operations, MIS & Documentation-10%

- Ensure 100% adherence to policies, SOP's & CRM process

- Submit following MIS to management on monthly basis by 5th of every month:

a) Sales Pipeline

b) Monthly order booking VS target track sheet with Variance analysis

Leadership and Team Development:

- Ensure unbiased approach towards people, shows respect to organization policies and other employees and maintain cordial relation with everyone

- Recruit, motivate, train team members and enhance their performance by becoming their coach and mentor and develop them to take additional responsibilities

- Align the team to organisational goals and ensure performance of the team

- Ensure timely appraisal for the team is completed and work with the HR team to put a training calendar for the team and ensure the same is implemented within the deadline

- Ensure engagement of team with the support of HR and organizational policies

- Leadership & Team Development - 10%

- Ensure no complaints regarding non-adherence to organization policies, conflict/grievance with other team members

- Create a positive work culture, motivate & guide the team to increase the engagement level and ensure there is zero attrition in the team

- Ensure participation in all training programs, seminars, etc. sponsored by company and submit a report on learning from that session

Qualification Work Experience: Competencies Customers

Graduate and above: 7-10 years.

- Knowledge and experience of retail and institutional sales with exemplary performance

- Enthusiastic to work with a start-up and drive results

- Achievement orientation

- Business Acumen

- Negotiation skills

- Relationship building

- Customer orientation

- Team work o Corporate Customers

- Individual Customers

- Others associations