Titan - Area Business Manager

Sales: Sales planning: Business plan formulation

1. Provide data-based insights to the RBM to consolidate the potential sales in the region and develop the annual business targets for the respective regions

2. Develop and approve the annual business targets of the distributors and dealers

3. Develop and seek approval on the manpower optimization strategies for the Multi Brand Retail function

Sales: Evaluation and control: Conducting business performance reviews

1. Monitor the financial performance of distributors and dealers against targets periodically

2. Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

3. Conduct market benchmarking of competitors to understand Titan's SWOT

4. Influence dealers to promote company's products in the assigned area for revenue growth.

Sales: Network Expansion

1. Create the ROI projections for the new upcoming stores

2. Ensure the expansion of stores across the identified region as per the targets by identifying & proposing new dealers for approval to the RBM

3. Create and propose the annual budgetary requirements for new store profitability

4. Development of model stores and RSEBO:

a. Identify the number of model store and RSEBO conversion annually

b. Convince identified dealers/ distributors to convert into a model store or RSEBO

Sales: Multi Brand Retail marketing

1. Create and seek approvals on marketing plans, BTL activities and budgets for regions/ stores/ dealers in coordination with SOs after analysing the markets & competition

2. Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc.

3. Design & develop activity for the retail initiatives of model stores & RSEBO with expected ROI calculations

4. Design and develop the marketing support to the dealers in terms of VM updation, gift with purchase introduction & promotions etc.

5. Work closely with Marketing teams to drive Hyperlocal Marketing through digital means

Sales: Stakeholder Management

1. Maintain a constant business relationship with the Redistribution Stockists (RS) and dealers and act as SPOC to resolve operational issues and to maintain store ROI

2. Ensure strong presence and space for Titan brand in key MBO's

3. Ensure simultaneous deployment of technological interventions and sales enablement tools across all dealer network for connected benefit realization

4. Encourage dealers in performance improvement through active participation in dealer competitions

6. Monitor CFA activities, ensure timely deliveries and compliance to commercial guidelines

Sales: Business Development

1. Identify specified towns & RS territory potential assessment to drive sales from key markets

2. Ensure dealer / Channel network expansion within the assigned region

3. Ensure implementation of local level promotions, schemes, and events

Multi Brand Retail operations: Field sales operations management: Field operations and financial planning

1. Develop and approve the monthly PJCP periodic journey coverage plan for all company and distributor's sales officers

- Operations management policy

- Adherence to timelines

Sales: Multi Brand Retail operations: Scheme management

1. Design, develop and seek approvals on region specific schemes for potential seasonal improvement in sales

2. Design, develop and roll-out regional schemes during an active national scheme within the defined budgets after due approvals

- Scheme roll out - Adherence to timelines

Sales: Multi Brand Retail operations: Incentive management

1. Ensure roll out, compliance and payments of the incentive schemes to the entire regional staff

- Incentive scheme management

- Number of cases of non-compliance

Sales: Multi Brand Retail operations: Training and development

1. Ensure new product introduction training to relevant stakeholders in coordination with the HR team

- Annual training calendar

- Effectiveness of training

- Increase in sales

Sales: Multi Brand Retail operations: Recruitment & Selection

1. Conduct interviews to support selection of company and distributor sales officer in the region with coordination from the HR teams

- Recruitment policy

- Quality of new hires

Multi Brand Retail operations: Field sales operations management: Customer complaint resolution

1. Manage the customer complaints and ensure quick resolution by engaging the relevant teams

- Complaint resolution policy

- Customer satisfaction scores

Digital

1. Leverage customer data and enhance the effectiveness of lead generation and conversion

2. Ensure OMNI channel implementation

3. Work with dealer and internal teams to automate processes and increase efficiencies

- Consistent customer experience across platforms

- Customer feedback

- Business through endless aisle

- Lead conversion %

People & Talent Management

1. Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.

2. Mentor and develop staff using a supportive and collaborative approach.

3. Ensure talent pipeline is created by succession planning for the critical positions in the region.

4. Set Objectives for Reportees aligned to the organizational /functional.

5. Liaise with HR on vacant positions.

6. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

7. Develop RSSO Capability and monitor performance and give transparent feedback