Nokia - Sales Manager

JOB DESCRIPTION

JOB TITLE :SALES MANAGER

Role : Sales Manager

MBA with 4-7 years of experience

Experience in Channel Sales

Job Grade : JG 8/9

Incentive Plan: SIP

Reports to: Business Manager (erstwhile Geography RSM )

PURPOSE OF THE ROLE

Sales Manager is responsible for delivering differentiated Nokia consumer experience in all 'Experience' stores & driving store-wise Value growth, and managing performance of the distribution network within the specified geographical territory, which include Nokia Branded Retail and Nokia Solution Partners. The aim for this role is to maximise sell-in and sell-through within the territory via strong relationships with the RDS partners and the associated team. The SM will be the sole Nokia contact for all Experience stores, strategic account management of partner stores and ensuring channel profitability, hygiene and quality.

The key aim for this role is to maximize the value (sell-out) & sell through from these stores and deliver superior consumer experience.

ROLES & RESPONSIBILITIES

Deliver assigned targets for Sales revenue, ASP, Service activation and Audit scores across assigned stores

Sales Management

- Strategic Account Management for high-volume growth and sales - Large outlets : Drive share gain , increase profit/sales ratio for the outlet, Experience outlet : drive share gain, increase profit/sales ratio for the outlet, Category Management

- Manage sales operations; maximize sell in & sell through

- Analysis/interpretation of MIS reports &data

- Gather information on competitors and customer feedback

- Manage new product/service launches and execution

- Plan, forecast and manage stock availability (including channelized products where applicable)

- Promoter need assessment & deployment

- Use retail audit information for corrective action

- Ensure best practice implementation in high-volume stores

Distribution Excellence

- Drive reach for entry phones and build width & depth of smart lite phones

- Maximize WoD (overall & product-level)

- Track and expand billed outlets

RDS Management

- Drive Sell-in, Sell-through in close coordination with the Sales Manager – Experience (wherever applicable)

- Manage RDS planning, forecasting and stockavailability

- Work along with RDS on RDS target setting, tracking and investments

- Manage RDS profitability

- RDS resources allocation with respect to Value stores

- Layout & implement infrastructure norms as per Nokia guidelines

Demand Generation Activities

- Plan and coordinate marketing activities for all stores (In collaboration with the marketing team )

- Drive In-store activities for high-volume stores

- Track and improve consumer activations

- Drive trade engagement

- Drive Nokia visibility – Instore, Out of Store, ensure appropriate branding related POSM

- Promoter management – relationships, capability, training, incentivization, etc.

- Collaborate with Channel teams and executing high impact consumer traffic generation & conversion

- Plan and coordinate product launches &marketing activities for Experience stores (In collaboration with the marketing team )

- Undertake trade engagement & promotional activities

- Drive consumer activations

Channel hygiene & quality:

- Town mapping and high quality partner selection, induction & training

- Maintain highest standards of quality & performance of the partner pool

- New store launches, store operations compliance as per defined SOPs

- Store staff recruitment and training, including promoter-need assessment and deployment

- Use retail audit information for corrective action & maintain superior look/feel and delivery of consumer experience

- Ensure best practice implementation of solution sales

People/Competencies

- Managing, coaching and building the capability of the experience sales team for the RDS

- Improve the capability of the sales team and improve branded retail solution selling processes

- Gather information on competitors and customer feedback, share best practices across industries

KEY DELIVERABLES/PERFORMANCE INDICATORS

Quantified metrics

1. Sell Out Value : Overall &>5K devices

2. Sell through Value :Overall &> 5K devices

3. RDS Level : Sell-In, Sell-through, Sell Out

4. Value stores level : Sell-In, Sell-through, Sell Out

5. Gear Sales

6. Market share

7. Promoter performance (Define metrics & measure)

8. Audit scores for the channel(more measurable parameters to be evolved)

a. Experience delivery

b. Adherence to visibility norms, ViNO

c. Adherence to Live device norms

9. Capability Index for promoters

10. Trade Audit through satisfaction surveys for retailers

KEY INTERFACE

Experience sales team of RDS ,Sales Manager – Value, LO Marketing & Management Team, Business Manager- Experience & Branded Retail, RDS, Value Sales team of RDS, Sales Manager-Experience, LO Business Manager-Value Channel, LO Marketing & Management team.

KEY SKILLS REQUIRED

Business Planning, Consumer focus, Customer Focus, Negotiation & communication skills, Channel Management, Persuading & Influencing, Solution/Value Selling, Key account management, Exhibit challenger mind set behaviour: Urgency, Accountability, Empathy, Bias for action