Area Sales Manager - Lighting

The Branch Sales Manager will be responsible for driving sales, collections, channel management, process improvements, and people management for the assigned branch. The role involves achieving sales targets, optimizing branch operations, and ensuring effective coordination across functions to maximize business growth.

Key Responsibilities:

Sales & Collection

• Plan and achieve annual budget and collection targets; implement ROD plan for the branch.
• Achieve category-wise monthly sales targets.
• Ensure sales phasing for the month: 7th (10%), 14th (25%), 21st (40%), ME (100%).
• Drive focus products and improve premium contribution of total sales.
• Ensure minimum 90% billing efficiency with >90% target achievement monthly (MOU signed).

Channel Management

• Define GTM strategy for each territory covering trade partners.
• Monitor and improve channel partner health (dealers, distributors).
• Expand network and implement channel management strategies for each product and town category.
• Engage top 50 retailers in the assigned area directly.
• Maximize reach in all town categories (ND, WD).
• Drive channel financing and sales activation plans, including BTL activities, CP meets, and brand positioning.

Process & Automation

• Drive process improvement initiatives and implement effective solutions in systems like Tally Patch, Easy DMS, Field Assist, Dealer Portal, etc.

People Management

• Ensure cross-functional efficiency between Sales, Service, Finance, Logistics, Product Management, and Trade Marketing.
• Review team performance and provide coaching for improvement.
• Recruit, train, and develop team members; identify non-performers and take corrective action.
• Drive R&R and employee engagement initiatives.

Operations

• Coordinate C&F / warehousing operations as per policies.
• Ensure stock liquidation and maintain minimum stock levels based on sales forecasts.

Competitor Analysis & Market Intelligence

• Maintain market information systems and perform competition analysis.
• Provide analytics for forecasting and new product development.