National Sales Manager - Retail/Wire & Cable Industry

National Sales Manager - Retail/Wire & Cable Industry

Experience :

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

- 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

- Successful track record of managing teams, people & stakeholders

- Experience in Wire/Steel Industry preferred

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

- Selection/Implementation of CRM for Retail Sales.

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

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

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

Basic Skill Set:

- MS Office - Excel, Word, Power Point

- Data Analytics skill

- CRM operations

Responsibilities:

Sales Strategy & execution:

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

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

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

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

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

People development/Team Management:

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

- 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.

- Monitor daily activity of Retail Sales Team.

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

Market Analysis, Competitor intelligence:

- 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:

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

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

- Coordinate & monitor promotional activities, measuring & improving effectiveness

Pricing & Margin optimization:

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

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

Channel development & management:

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

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

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

Sales Forecasting & Budgeting:

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

- Monitoring targets against the budgets, actions & improvements wherever necessary

- Set and evaluate Marketing, Communication and Collateral Budgets.

Relationship building:

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

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

- Attend customer complaints, ensuring to meet their expectation.

Continuous improvement:

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

Compliances:

- Driving adherence of the division to code of conduct, policies & standards

Documentation and Other Activities:

- Define the SOP of Retail Sale Activities/ Process.

- Define Retail team structure with JD/ KRA and KPI

- Monitor daily working of retail sales team with reports.

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

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

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