Lead Retail and Institutional Sales

Designation :

Purpose of the Job :

Key Responsibilities :

Retail Sales:

• Drive primary and secondary sales numbers across categories within the territory in coordination with team members; Analyze the same to drive growth
• Partner with distributors in the territory to ensure accomplishment of overall revenue profit targets in the assigned region.
• Streamlining the existing processes to enhance efficiencies while minimizing operational time / costs; exploring new markets, establishing retail & distribution networks for improving turnovers & achieving desired goals.
• Ensure success of all critical corporate interventions in their territories e.g. new brand launch

Channel Partner Management:

• Develop and maintain effective relationships with key distributors / agents in the territory driving their ROI through organization’s schemes etc.
• Ensure effective collections and monitor credit levels for a distributor ensuring adherence to internal sales processes
• Establishing alliances, tie-ups with financially strong and reliable distributors & dealers, resulting in deeper market penetration & reach.
• Communicates with distributors to improve and develop business relationships, in-addition to maintaining constant follow-up on their feedback
• Visits to Group market organizers /dealers/sub-dealers, competitors’ MOs/dealers and end users (IHBs, contractors, small builders, etc) as per Journey Cycle Plan.
• Improving network health by having desired number of dealers for rotating the targets as well as having proper number of dealers in each slab to have right healthy mix of network, as targeted for the area along with Chief - Sales & Customer relations
• Organizing local meets like Consumer Guidance Camps with Masons, Contractors, Dealers, Sub dealers, Market Organizers etc. as per the agreed plan for the month / quarter / year

Collection Receivable:

• Ensure timely collections of sales orders from customers and establish mechanisms for debtors’ control
• Prepare and share periodic reports relating to collections received, collections forecast etc. to the Chief - Sales and Customer relations
• Payment collection from the dealers / market organizer as per the terms and ensuring zero overdue at any time through daily monitoring.
• Escalate non-payment and sticky debtors to Chief - Sales and customer relations
• Work with Manager – Legal for creating an action plan for sticky debtors Logistic
• Conduct dispatch planning customer wise based on overall logistics cost, production cost and fiscal benefits by coordinating with out-bound logistic team
• Resolve customers’ queries related to delivery and resolving the same in a timely manner

Revenue Growth:

• Lead and execute strategies for driving revenue growth in institutional sales and non- trade channel (government)
• Identify growth opportunities in the institutional trade landscape by tapping into newer accounts, drive deeper penetration in existing accounts etc.
• Track and monitor competition to keep abreast with market developments

Account Development and Management (New & Existing Customers):

• Develop and execute account management strategies in the institutional channel towards establishing and maintaining relations with key accounts and adding new account ensuring growth in business
• Negotiate creation and updating of TOT agreements with the critical accounts Cost Management
• Prepare and monitor annual budgets for Institutional Sales Channel/Non-trade channel
• Identify and share deviations from the budgets with Chief - Sales and Customer Relations