Zonal Head - Sales - Building Material Manufacturer

Candidates from FMCG only may apply.

Preference will be given to candidates from Navi mumbai and central suburbs preferred (Mumbai candidates only)

PURPOSE OF JOB:

To lead, direct and motivate the sales team from the West zone to achieve targeted top-line and bottom line objectives, through proper sales planning, market promotion and operational budgets in the region.

Key Responsibilities:

1. Provide support in Formulation of Marketing & Sales Strategy:

- Understand the key inputs required for the formulation of marketing & sales strategy

- Define the objectives of market research

- Ensure timely conduct of market research by sales team

- Analyze the research findings

2. Develop Business Plan:

- Discuss and finalize the sales targets and budgetary allocation with Head Marketing & Sales

- Communicate sales targets to the area sales managers (ASMs/ SM's)

- Ensure timely submission of implementation plan and budgetary requirements by ASMs

- Discuss and finalize the implementation plans and budgetary requirements

3. Manage execution of Marketing & Sales Strategy:

- Understand and communicate the positioning and branding strategy to the sales team

- Participate in finalization of policies for the sales process

- Volume/ turnover discounts

- New product discount

- Annual incentive for channel partners

- Sales related expenditures e.g. sales promotion, customer relations, traveling, etc

- Provide information on inventory requirement to Head Marketing & Sales, and ensure availability of products

- Coordinate with Marketing for effective product display (shop in shop)

- Conduct regular market visits, meet key customer (dealers) and assist the local sales team in achieving targets

- Keep track of the inventory levels and outstanding payments

4. Manage Channel Partners:

- Develop and build relations with various stakeholders

- Key customers/ influencers

- Key vendors/ service providers, Competitors, etc

- Represent in various events, exhibitions, etc

5. Commercial:

- Ensures 21 days cycle and payments of dealers.

- Ensures all projects are on advance payment or PDC

- Keeps control over the Credit Period by keeping track of the Ageing Analysis

- Keep cheque bouncing cases under control

- Counters competition by conceptualising and implementing trade schemes

- To ensure proper indenting of stock for availability to the sales team

- Ensure statutory requirements of the company

6. Manage People:

- Coordinate with HR department in defining training programs, conducting interview and selecting candidates

- Provide guidance, leadership, communicate expectations and motivation to the sales team across hierarchies

- Appraise performance of sales team and provide periodic feedback

- Conduct exit interviews

7. Manage MIS:

- Ensure documentation as defined by MIS systems

- Review monthly performance of sales team

- Product wise

- Sales (budget vs. actual)

- Collections (budget vs. actual)

- Sales Expenses and profitability.