National Sales Manager - Industrial Product

Qualification: MBA/Post graduate in Management from top tier B-school

Experience :

i. Minimum 15 years in sales, marketing and leading teams on a Pan India basis

ii. Successful candidate should have managed a pan India Team in prior role/s and/or led the responsibility of Sales Team for a large zone/area in India

iii. Successful track record of managing teams, people & stakeholders

iv. Experience in Wire/Steel Industry preferred

v. Implementation and Setting up experience for Retail Sales Team/Policy/Structure

vi. Selection/Implementation of CRM for Retail Sales.

vii. Recruitment/ Training and Performance Evaluation of Retail Sales Team.

viii. NSM /equivalent experience of 3 to 5 years in any Retail Industrial Product.

Traits:

i. Team Player

ii. Entrepreneurial, Motivated

iii. Business Acumen

iv. Solution & customer oriented

v. Persuasive & influential

vi. Ambitious

vii. Technically Inclined

Basic Skill Set:

i. MS Office - Excel, Word, Power Point

ii. Data Analytics skill

iii. CRM operations

S.No. Responsibilities

1 Sales Strategy & execution

i. Developing & implementing sales strategies in order to achieve revenues pan India.

ii. Identifying sales opportunities, key distribution markets/geographies, identifying & appointing appropriate channel members.

iii. Analyze market trends, competitor activities and customer needs to adapt sales strategies accordingly.

iv. Set goals for sales, regional and sectorial and ensure the same has been achieved.

v. Getting a holistic market feedback on the product and sales strategy.

JOB DESCRIPTION:

People development/Team Management:

i. Recruit, train, and mentor a high performing sales team - Front and back office.

ii. Lead the training & development of the sales teams by guiding them in key areas like commercial skills, sales conversions, time & work management, customer handling, communication etc.

iii. Monitor daily activity of Retail Sales Team.

iv. Succession planning of staff/personnel in order to enhance leadership capacity and achieve excellence.

Market Analysis, Competitor intelligence:

i. Market research, analysis, trends, Consumer needs & competitor strategies in order to develop effective strategies for the products under the portfolio & stay ahead of the competition.

Product Launches, Marketing:

i. Lead, collaborate, coordinate with marketing team to plan product launches, campaigns and collaterals.

ii. Define target customers, develop communication/messages & materials.

iii. Coordinate & monitor promotional activities, measuring & improving effectiveness

Pricing & Margin optimization:

i. Working closely with production, marketing & management team to develop pricing strategies, managing pricing agreements with channel, customers by analyzing markets, competition pricing.

ii. Maintaining standardized country pricing, margins, terms & conditions in order to ensure profitability at all times.

Channel development & management:

i. Developing & maintaining all India network of distributors & dealers for the products.

ii. Assigning, maintaining and developing markets in coordination with the channel.

iii. Regularly monitoring & analyzing channel health, inventories, team for continuous improvements

Sales Forecasting & Budgeting:

i. Forecasting sales volumes (region & product wise), revenues, budgeting resources & expenses.

ii. Monitoring targets against the budgets, actions & improvements wherever necessary

iii. Set and evaluate Marketing, Communication and Collateral Budgets.

Relationship building:

i. Building & maintaining relationships with key stakeholders in the industry, channel, industry associations, company.

ii. Attending industry conferences, exhibitions, staying updated on developments in the industry.

iii. Attend customer complaints, ensuring to meet their expectation.

Continuous improvement:

i. Continuously monitor and evaluate sales performance and identify areas of improvement by analyzing sales data, customer feedback, streamlining processes & driving sales improvement & growth

Compliances:

i. Driving adherence of the division to Nirmal's code of conduct, policies & standards

11 Documentation and Other Activities

i. Define the SOP of Retail Sale Activities/ Process.

ii. Define Retail team structure with JD/ KRA and KPI

iii. Monitor daily working of retail sales team with reports.

iv. Define Criteria and process for Channel Partner (Distributor and Dealer) selection and generate contracts on behalf of the company.

v. Document Budgets for Retail Activities and analyze Budget vs. Actuals.

vi. Develop and present MIS to Director on KRA of retail wing including profitability, channel health, SWOT, etc.