Branch Business Manager

Role & responsibilities

The job is to sell Canon Office Imaging Products and Solutions to Enterprises, which includes- Copiers, Scanners, Multi-Functional Devices, Software Solutions & Manage Document Solution (MDS), Network Surveillance Cameras and related S/W solutions, through a team of sales staff.

• Account planning & Management

  understand customer business, assess business potential, and manage customer complaints and deal closure.

- Maintain healthy pipeline of validated prospects

- Coverage Plan with timelines: accounts, horizontal within an account including CIO, pitching all product and solutions

- Distribution of accounts/ territory to salesperson for maximum efficiency (distance, route plan, capability to manage independently)

• Operations Management-

- Manage customer visits and document challenges, feedback and opportunities.

- Discuss with RMs issues that need to be taken up for work practice/ process changes

- Cross functional engagement and maintain strong interpersonal skills

• Team Management

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- Act as a mentor to new hires

• Field Coaching and Development

- Customer visits with new hires and low performers

- Close large/MDS deals at prospect validation and closure stage with team

- Observe team at various stage of sales cycle and share feedback. Create IDP

- Develop competency in each team member to manage operational issues independently

• Sales Process Management and monthly reporting

- Review Standard decks on BI on defined metrics - a) Call quantity, coverage b) Call Quality c) Prospect ratio d) Closure analysis e) Post order processing f) Business results.