Zonal Sales Head - Paint/Adhesive/Plywood/Laminates/Sanitaryware - Building Material Industry

Primary Role- Will be responsible for driving continuous improvement in all aspects of Sales & Field Marketing in the assigned Zone to achieve the business objectives. This would include sales process improvement and infrastructure management.

Responsibilities:

Sales Objectives :

- Drive identified Initiatives in the Zone to achieve the overall sales objectives - B2B / B2C .

- Identify & effectively implement Major and Key initiatives at zonal level in the areas of Market Development, Distribution expansion, WSS Management & Sales Operation.

- Identify the critical/burning issues of the Zone affecting sales & take remedial action/ escalate wherever needed.

- Continuously identify gaps in WSS, TSI, BMs etc. and remedy the situation without allowing it to damage the business.

- Identify poorly performing WSS and take suitable remedial actions.

People Management :

- Ensure timely recruitment and retention of right quality people.

- Give clarity on roles & responsibilities to all field employees.

- Imparts training on roles & responsibilities of all field employees to ensure clarity in the minds of the respective employees

- Implement the performance and potential management system including career planning & development of key employees.

- Continuously audit the market work done by all field employees; assess and give guidance to improve market working.

- Identify poorly performing field employees and take suitable remedial actions.

Market Connect:

- Carry out intensive field visits and interact with employees, dealers and end users.

- Collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes, etc.

- Identify success stories and replicate in other parts of the zone. Also share with HO for replication in other parts of India.

Inventory Management :

- Regularly monitor inventory pile up in slow & non-moving SKUs, take remedial actions.

- Drive collection of receivables in case of exceptions.

- Ensure proper implementation of Commercial policies.

User / Influencer / Dealer Management

- Drive key dealer programs.

- Periodically engage with end user / influencer panels for seeking feedback & suggestions.

Demand Generation:

- Give inputs to HO on (a) important objectives to be achieved through market development activities. (b) Design of market development activities.

- Work with Regional Market Development Manager to make Annual and Quarterly plan for market development activities.

- Periodically attend market development activities/meets and give guidance to RMDM for improving effectiveness and give feedback to HO on any support required such as application videos.

Product/Scheme and Competition Fighting

Take direct responsibility for -

(a) Product launches

(b) Scheme design (in consultation with HO) and feedback on effectiveness of schemes.

(c) Development and implementation of competition fighting strategy in consultation with HO.

Governance:

- Identify review process and reports which reflect the role and responsibilities of each employee.

- Ensure business reviews are conducted in the zone as per the laid down process.

Support Role:

- Co-ordinate with NSM for preparing annual budget and business plan for the zone.

- Give inputs to Category Heads on Zone Specific requirements in scheme designs.

- Co-ordinate with Category Heads for execution of field marketing activities in regions.

SPECIFIC CANDIDATE PROFILE (Key competence / attributes needed for the role) :

- Candidate must have a Post Graduate Degree in Management with 10 - 14 years- experience

- From South Zone working experience only in - B2B / B2C SALES

From Industry - Paint / Plywood / Adhesive / Tiles / Bath fittings / Sanitaryware

Narayan

9819147645