Territory Sales Manager - Consumer Durables

JOB TITLE: Territory Sales Manager

DIVISION: Sales DEPARTMENT Built-in Kitchen appliances

TOTAL EXPERIENCE: Min. 2 - 5 Years

RELEVANT EXP: 1-2 years in Kitchen appliances (chimneys, hobs, Built-in ovens)

LINE MANAGER: Area Sales Manager

LOCATION: Branch office

DIRECT Individual contributor

INDIRECT Off role employees (if any):

1. PRINCIPAL ACCOUNTABILITY (Why this role exists?)

- To ensure channel readiness for entry into the kitchen category

- Assist in channel set-up in launch cities; Multi brand outlets, Hardware and sanitaryware, Mid-end Kitchen dealers, Exclusive brand outlets and the Regional retail (MOR) counters

- Ensure deployment of marketing collaterals and training of channel partners

- Meet volume targets across the defined geography

- Overall business development of the category - interfacing with architects, builders & interior contractors

2. KEY RESPONSIBILITIES:

CHANNEL - Market scanning, research and identification of potential channel partners

- Ensuring set-up of marketing collaterals & displays at the retailer prior to launch

- Deployment of sales activation plan, BTL activities, CP meets & brand positioning

- Driving channel finance for all qualified channel partners

- Maximizing reach (Numerical Dist., Weighted Dist.) in the city

- Continuously monitoring & improving channel partner health dealer, distributor

SALES AND COLLECTION:

- Regular market visits, assuring visible availability of Crompton kitchen appliances

- Planning and achieving annual budget & collection, ROD plan deployed for the city

- Manage all channel partners in the respective city (GT, MOR, EBO etc)

- Achieving product wise, channel wise monthly sales targets for the city

- Ensuring sales phasing and strong order pipeline for the month - 7th (10%), 14th (25%), 21st (40%), ME (100%)

- Improving premium contribution of the total kitchen appliances sales

- Overall business development of the category - interfacing with architects, builders & interior contractors

OPERATIONS - Coordinating with C & F / warehousing operations as per laid down policies.

- Ensuring stock liquidation and min. stock levels as per sales forecasting

- Driving process improvement initiatives & effective implementation in the city - field assist, dealer portal, leader board, training portal etc

- Ensuring all retailer demands concerning service SLAs, customer service and salesperson trainings are timely addressed

- Preparing daily, weekly and monthly MIS in terms of targets assigned & achieved

- Executing cross functional efficiency between sales, service, finance, logistics etc.

PEOPLE:

- Motivating retailers to achieve sales quotas and evaluating their performance based on their ability or inability to achieve sales quotas

- Training of all off role employees (in shop promoters) in the city

MARKET DEVELOPMENT:

- Consolidating market feedback on products, sharing a monthly & quarterly report

- Provide monthly information to Top Management on potential data, new product opportunities, competition analysis, analytics for forecasting

3. KEY PERFORMANCE INDICATORS:

- % channel wise sales achievement

- % sales growth in the city

- % Active dealers

- % ROD reduction & collections

- Market Activations - % Reach as per plan

- % focus product targets achieved

- Overall engagement score (Off role employees and retailers)

4. KEY INTERACTIONS/ STAKEHOLDERS

Internal:

External:

- Branch sales teams (ASMs, RSMs)

- Regional Support Teams: Service, Finance, Logistics

- Channel Partners

- Channel financier POC

Contact on - 9311031194