Purpose of Job: To lead, direct and motivate the sales team to achieve targeted top-line and bottom line objectives, through proper sales planning, market promotion and operational budgets in the region Principal Accountabilities: Strategic responsibilities: Increase of Market Share Mapping the market Regional Creation Realization Region Rationalization Implementation of franchise outlets across the zones Refine primary and secondary level Track competitors activities Rationalization and opening of new warehouses Operational Responsibilities Implementing and achieving of budgets – sales, contributions, cost, inventory and receivables Plan & expand depth and width contribution Implementation of systems & processes Meets the sales objective by conducting regular review meetings with the Zonal Heads and taking corrective steps to overcome shortfalls, if any. Ensure data management of key accounts – projects, customers & dealers Monitor Zonal head’s planning & also PJP of frontline review Ensure working capital management in terms of aging, receivables, inventory, disposal of slow moving and dead socks Approve credit, prices and schemes Plan & approve dealer network Recommendation of commercial schemes Ensure cost control under various heads PSI Prepare coverage plan of sales team to visit dealers, builders and architects Manpower Planning: Manpower planning Short listing of Zonal Head Development, Motivation & Retention of Manpower Ensures to keep the entire team focused and also discuss new initiatives Ensure discipline Ensure adherence to set procedures and policies Network: Does proper mapping of network of dealers, sub-dealers, builders and architects Increases width and depth of distribution by increasing reach and adding more dealers / distributors to our network Commercial: Ensures 30 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 Keeps cheque bouncing cases under control Counters competition by conceptualizing and implementing trade schemes Issues credit notes and other dealer payouts by 15th of every month To take proper approval for price support and project order To ensure proper indenting of stock for availability to the sales team through PSI Ensure statutory requirements of the company Realization Ensures proper indenting of stocks so that the desired mix is achieved Deploys and recommends inputs to a particular category to achieve optimum mix Identifies customer who will fit our product profile (higher end) Product Visibility & Sampling: Set Process for sampling to get maximum visibility at the same time reduce the sampling cost Product Positioning Ensure maximum visibility for the Brand by ensuring proper sampling at all dealer and sub-dealer outlets through promoters. MIS: Keeps tab on competition pricing, new product launch and promotional activities Gives feedback on trends and market share Market Intelligence Keeps a tab on competitor's activity viz. Pricing, new products, advertisement etc. Trend forecasting Tracking Market operating MOP’s Market share Qualifications & Experience Required: B.Com 20 - 25 years experience 5 years as the Pan India Sales Head Skills Required for the Job: Functional and technical Skills People Management Skills Team Handling Skills Powered by Webbtree Show more Show less