Regional Sales Manager - Agriculture Equipment

Regional Sales Manager - South India Full-Time

Business Handled - Min. 80 CR per Annum

Area: Kerala, Karnataka, Goa, Maharashtra, & Chhattisgarh

Job Description

TOTAL RESPONSIBILITY OF SALES ACHIEVEMENT

To be responsible for :

- Drawing a Territory wise / Product line wise Sales Targets based on the overall growth plan of the Company

- Set up individual sales target at each territory level / manager level

- Train, Manage and continuously motivate the entire Sales team

- Ensure constant follow up with the Sales team and achieve targeted Sales

- Conduct regular and critical Sales review meetings.

- Conduct frequent Campaigns, Demonstrations & participation in Fairs, Exhibitions or other gatherings of high potential customer presence

TOTAL RESPONSIBILITY OF SERVICE REVENUE ACHIEVEMENT

- Drawing a Territory wise / Product line wise Service Revenue Targets based on the overall growth plan of the Company

- Set up individual service revenue targets at each territory level / manager level

- To monitor the Service activity of the entire company through the Franchisee /. Dealer network

- To ensure constant Technical Training

- To ensure continuous follow up of Service Revenue at each Territory level

SALES & SERVICE TEAM MANAGEMENT

- Planning, Budgeting, Recruitment & Replacement of Sales and Service Team

- Defining key deliverables and monitoring performance of each member of the Sales team Directly or through Territory manager

- Provide onsite training and grooming in a specified time.

- See that all the team member are aligned to RIPL Goals round the year.

- Conduct and review meetings:- Strategic meeting once in 45 days, tactical meetings 14 days, and daily sales review meeting and update to system

- Tracking status of each potential client at various stage and to push it to conclusion

- Regulate the efforts of the Sales team in order of priority

- Enable and communicating decision on a timely basis to conclude sales

RELATIONSHIP MANAGEMENT

- General responsibility includes establishment and maintenance of a Cordial and professional relationship with all Franchisees, Dealers and other business associates

- Conduct market survey and analyze the current possession of RIPL, prepare action plan to expand network without conflicts.

- Establish a direct line of communication to hear the grievances and address them immediately and amicably

- Organize frequent Franchisee/ Dealer meets for sustained business growth

- Motivate Franchisee/ Dealer for achievement of higher Sales

- Recognition and Rewarding of the best performing Franchisee / Dealer

- Regular monitoring of Non Performing Dealers/ Franchisees and take necessary corrective action & align them to achieve their aspirations through RIPL goals.

MARKET SURVEY AND INTELLIGENCE

- To establish a robust system of constant Market intelligence in respect of

- Competition organization

- Monitor their activities, growth and other strategies

- Other strategies including their long term plan, where possible

- Competitive products

- Alternative / Cheap or imported substitute products

- Products with different / Advanced technology

- Customer Intelligence involving

- Customer shift or preference to different technology/substitute or competition

- Reasons, if any, for shift in customer loyalty

- Conduct frequent customer satisfaction surveys

- Direct intelligence gathering through

- Attending Seminars / Conferences and Sales networking

- Conduct independent market Survey

- Employ decoy customers and get feedback through them about AGRIMART or competition

PRODUCT TECHNICAL TRAINING AND SALES TRAINING

- To coordinate and ensure regular technical training programs on

- New Products

- New applications of products

- New Tools / Accessories and attachments and Spare parts

- To coordinate and ensure regular Sales Training programs on

- Selling techniques

- Negotiation, Convincing and communication skills

- Developing ability to sell multi usage products or Complimentary products

COORDINATION ON LEGAL /ACCOUNTING MATTERS WITH THE CONCERNED

- With the help of the Sales Team force, coordinate and ensure compliance of all Tax / Legal matters with the Franchisee / Dealer

- MARKET FEEDBACK AND M.I.S.

- Shall present to the Management, a regular and detailed market feedback on matters like

- Product, its application, Service standards, Spare parts availability etc.

- Customer Feedback on satisfaction levels of Product performance and AGRIMART service / spare supply support system

- Detailed MIS on a regular basis to Re-strategize where required

GENERAL BUSINESS DEVELOPMENT AND EXPANSION.

- Based on the intelligence and feedback, to explore new Business opportunities and New territory opportunities

- Assist the Management in their overall business expansion plans

- To identify the training needs of the entire organization at all levels

- Draw out a Training Calendar and implement regular training process

- Identify - Trainers- from within the organization and motivate them to train others

- To scout external resources including eminent / guest speakers for Lecture/Training sessions occasionally on specialized topics

EMPLOYEE MORALE & MOTIVATION

- Overall, shall be responsible to evaluate and identify employee morale and motivation needs at all levels and report to management on suitable corrective action