Zonal Sales Manager - Tools - North & East

Purpose - The role is responsible to build, manage and drive the national team of sales (trade and institutional) managers to meet sales and collection target by ensuring right product mix for the region, and through strong channel management.

Business Imperative: The domestic market for tools is highly fragmented and unorganised. The market is estimated to be a 5000 cr market that is growing at 10% annually. To spearhead domestic growth and brand building, the tools and hardware business is looking at a young and dynamic Head - Domestic Sales who will be a part of its leadership team based in Mumbai. The role holder has to essentially provide leadership to the sales team for delivery, sales and distribution and collection objectives as per the annual AOP.

Role Deliverables :

Identify distribution gaps from geography, product line and customer segment perspective and drive sales team to achieve as per agreed plan.

Continuously monitor the health of distribution and initiate corrective measures.

Launch new products, initiate below the line activation programs for entire range of products directed towards sales.

Continuously track and monitor competitive intelligence and provide meaningful insights for proactive decision making on price, promotion.

Responsible for achieving revenue and profitability goals of all product categories of Base Business.

Evaluate and implements appropriate new sales techniques and strategies to increase the region's sales volume.

To handhold regional sales managers in managing critical dealers and ensuring their retention

Ensure timely sales and collections & measuring receivables as per budget. Minimizing Overdue. Responsible for Channel Management of all product categories of Base Business.

Drive and execute TOC (Theory of Constraints) Initiative in the market.

Promote products through new channels, like Industrial sales, Application bases sales. - Coordinating with Marketing team for Promotions and branding necessary in the region

To ensure that end user demand is created by ensuring end user meets, retailer meets and other promotional activities.

To motivate guide and drive the team to high performance level

Functional Competency:

Hands on experience in creating and managing distribution led retail channel.

Expertise in managing sales processes like market coverage, sales force productivity etc. Leading the team of RSMs and ASMs in terms of strong reviews on performance metric and ability of provide adequate guidance.

Ability to gather insights by effective listening and convert the inputs into strategic decision making.

Experience in Go to Market activation at retail level for impactful execution.

Ability to identify gaps in systems and processes and deploy corrective measures to ensure robustness.

Qualification: - Graduate + MBA (Marketing) from reputed institute.

Years of Exp: 10 - 12 years of exp in sales.

Relevant Experience: Strong channel management experience, experience of handling team

Other requirement Open to travel extensively.