Regional Sales Manager - Luminaries - Mumbai

Requirements

• BE / B. Tech preferably Electrical/Mechanical,MBA preferred

• 10-15 years of experience

• Experience as Area Sales Manager in two regions, and One metro based (Mumbai, Delhi, Kolkata, or Chennai)

• Experience in product marketing is preferred

• Man Management

• Strategic Sales Planning

• Channel Management

• Financial Parameters

• Objection Handling

• Negotiation and Persuasion Skills

• Data-Driven Decision Making

• Strategic Thinking

• Commercial Foresight

• Business Acumen

• Crisis & Risk Management

• Customer-Centric Mindset

• Cross-Functional Collaboration

• Sales Promotion Schemes, Implementation of Influential program, Coordinating meeting with teams and BMM.
  
  

  Accountabilities

  
  

  Responsibilities

  
  

  Authorities

  
  

  Sales Revenue

  
  

  • Achievement of sales revenue & volume (Carton Sales), coverage numbers, availability numbers & Placement target (Towns & Outlets).

  
  

  • Presentation of Sales

  • 
    Distribution (Outlets/Towns)

  • 
    Collections

  • 
    Overdue

  • 
    Liquidation of Non-moving Stock

  • 
    Action plan for next month

  • 
    Reports to the top management

  
  

  Strengthening distribution in area

  
  

  • Appointment of channel partners in gap area in Metro & above 10 lacs Population towns & replacement of inactive distributors/ dealers, Appointment of Channel Partners till Tier 5 towns in all districts pertains to area,( Prepare Coverage Plan for each BDM/ABM area district wise, Town wise above 50k Population) adding of new outlets, placement in all A+/A/B class outlets, ensure Visibility & strong relationship with all A+,A class outlets. Ensure all Metro, Tier 1-2-2 towns growing and Polycab wire available in all A+/A/B/C class outlets.

  • 
    Implementation of Expert influencer program, monitor monthly performance of electrician, retailers & dealers (registration, Point accumulation and points redemption), ensure every month performance improve in each BDM/ RDM area

  
  

  • Coordinate with logistic, SCM, Marketing, Finance, Accounts, Commercial, IT team, HR team & and support in all projects.

  • 
    Drive Carton Sales to enhance 30% volume growth

  • 
    Strengthening distribution in area

  
  

  Team Building

  
  

  • Ensure Team follow all Sales Processes (Travel Plan, PJP, Daily, Weekly Monthly reports, Collage, Productive Call, per day value sales, range selling, open new outlets as per plan submitted, open new towns, prepare review format and action on action plan given in reviews meetings.

  • 
    Monitor team’s daily secondary & work on secondary improve in each BDM/RDM/ABM area, range selling performance measurement, Implementation of Sales Force tool (FAA, DMS, P Connect, Bandhan tool)

  
  

  • Keep Healthy business relationship with Inter & external customers, influencers, work with Top A class Distributors, Dealers and Retailers, Support to enhance business.

  
  

  Manpower

  
  

  • Appoint right manpower in vacant area, retain high performing manpower and remove non-performing manpower (BDM/RDM), train BDM/RDM/ABM on basics of sales and wire product training, recognize top performing team

  
  members, do daily, weekly, monthly & quarterlyreview, recognize high performing team members. Rate & rank RDM/BDM performance among region team members and acknowledge Consistent high performing team members.

  
  

  • Appointment, Training, Developing and Leading the sales team towards the business goals