Regional Manager - BFS

Job Title : Regional Manager

Location : Kolkata

Experience : 12 to 15 years

Notice Period : 30 days

- Reviewing assigned product wise volume and pricing and also industry & customer specific targets for all product lines given by the Branch Manager to his respective Sales team.

- For meeting marketing and sales financial objectives of each Branch, RM should take regular reviews of Branch Managers forecasted requirements, monthly and quarterly Plan of Action planned by Managers to achieve targeted revenue and activities.

- Identify and analyze the variances and initiate corrective actions.

- Ensuring Timely Payment and Form C collection.

SERVICE MANAGEMENT:

- Set KPI's & KRA's for the Service team along with the Regional Service Manager:

- Prepare plan of action to focus 'A' and 'B' grade customers

- Set Business targets for the Service Teams and monitor these monthly, quarterly and yearly.

- Assign the individual customer accounts to Service Team in region in collaboration with BSM's and NSM.

- Provide support to Regional Service Manager in order to achieve Installed Base Revenue targets for service, filters, comprehensive warranty, and spares

- Support the Regional Service manager to effectively manage Down Time for customers.

- Ensuring that all first time installations are happening as per SOP and a report of the same along with customer feedback is received

- Maintain uptime percentage for all major customer and frequently occurring issues with type 'A' and 'B' Customers

- Provide permanent resolutionsfor frequently occurringservice problems in consultation with National Technical and National Service Manager

- Setup knowledge sharing platform where solutions provided in any problem can be accessed by all service team's members in regions, this is to provide proactive approach in avoiding similar types of customer complaints.

Marketing Management

- Developing plan for promotional activities and trade shows in consultation with Marketing communication manager & Marketing Director, along with the expenses and budget.

- Collecting information and keeping track on Competitor's activity and share the feedbacks to the top management on regular basis.

- Regularly update competitor's Products knowledge and new market developments.

Customer Focus and Orientation

- Take an update for every sale on timely execution of customer orders.

- Regularly tracking the attendance of customers in Training's and Seminar's of new features of existing products as well as new products arranged by our company.

- Collate information and required inputs from Branches to understand Customer Base is effectively being managed.

- Collaborates with Branch Service Manager to understand customer satisfaction of all accounts. For dissatisfy customer understand the reason whether due to technical, service, or commercial issues.

- Customer dissatisfaction highlighted by BM/BSM's not resolved for more than 15 days to be taken up on top most priority with

- National Managers to provide solutions . Keeping track on problem resolution progress, if not being closed, should take it up with respective branch team.

- Revive or regain all dead accounts or pirated accounts

- Should visit Customer base to collect first-hand information about customer satisfaction, atleast once in a year.

Key Accounts Management

- Manage Key Accounts by meeting the customer on a regular basis

- Sustains rapport with key accounts by making periodic visits; exploring specific needs; anticipating new opportunities

People Management and Development

- Taking daily and weekly reporting from Branch Managers on planned activities versus actual activities.

- Monthly reviews to be conducted with branch team to determine past months actions and focus areas and individual work plans for upcoming month

- Conducting quarterly meetings with Branch Managers to take formal presentation of each individual branch member and determine past quarters actions and plan & targets for upcoming quarter

- Tracking activities team members of the region and ensure no discrepancies

- Standardizing and developing the sales call of the region by conducting audits of Sales call, if required going to calls along with sales team member.Provide direct support to sales team by spending significant time with each individual member in field sales visits every quarter

- Should ensure the sales happening in the region should be quantitatively & qualitatively as per company guidelines

- With regular counseling and disciplining employees; planning, monitoring, and appraising job results, should develop every team member of the region for next level job.

- Provide technical, commercial, and other guidance to sales team members

- Develop Branch Managers by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses, and business/financial issues on contracts.

- Coordinates proper company resources required from outside his region to ensure efficient and stable sales results.

- Developing and maintaining team spirit among respective branches and manage team conflicts effectively and efficiently.

General Management

- To provide daily, weekly, monthly, and quarterly reporting and plans of self to National Sales and Service Manager

- Review expenses and recommend economies and Optimize travel cost for the region.

- Accomplishes marketing and sales human resource objectives as per the direction of The Company's HR Team by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating jobexpectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.

- Provides quarterly and annual results assessments of sales staff's productivity to National Sales Manager and HR team

- Improves product marketability by researching, identifying, and capitalizing on market opportunities and applications; Provides information by collecting, analyzing, and summarizing data and trends.

- Planning and organizing the activities of the region which demonstrates the company values, vision and mission.

- Accomplishes organizational mission by completing tasks not related to above requirements as and when required by The Company

- Contributes to team effort by accomplishing related results as needed as per the direction of other National Sales and Service, Key Account Manager, National Sales Manager, and other RM's, in order to service National Accounts, Key Accounts, and referenceaccounts

- Provide feedback to National Sales & Service Manager, National Technical Manager, Directors, to continuously improve by contributing marketing and sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining system improvements; implementing change.

- Drive SAP implementation at the Regional Level

- Will be accountable of any movement of spares, consumables and parts to and from the Regional and within the region and will ensure that the local rules are followed for these movements

- Will be responsible and accountable for 100% adherence to all statutory and legal compliances for the Region and will bear the consequences of any violations

- Will represent the Company in court and government offices for any legal/statutory matters pertaining to the Region

Desired Qualifications

General Academic (Field of Study)

Professional

1. Graduate Engineer

2. Post Graduate MBA (Preferred)

Desired Skills

- Behavioural Skills

- Professional Skills

Regional Manager

- Excellent Communications Skills

- Have Leadership Capabilities

- Should have managed P&L of a Branch/Region

- Must be good at Customer Management

- Must be good at decision making

- Must be process oriented

- Good People Management Skills

- Should be target oriented

- Must have a flair for Selling

- Should have experience in selling Capital goods

- Should have been selling to industries and in direct sales

- Should have Technical Sales experience

- Should have Basic knowledge of Computers

- Experience of working in SAP environment will be added advantage