Regional Sales Manager

Role & responsibilities

The Regional Sales Manager is responsible for the overall operation of the Retail Wire business in his region This includes achieving the predetermined sales and collection targets, expanding the channel to spread the availability of the brand and guide the team towards the overall objective of the Business/Company.

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 TSI/ASM 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 TSI/LAS 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 teams daily secondary & work on secondary improve in each TSI/LAS/ASM 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 (TSI/LAS), train LAS/ TSI/ASM on basics of sales and wire product training, recognize top performing team members, do daily, weekly, monthly & quarterly review, recognize high performing team members. Rate & rank LAS/TSI performance among region team members and acknowledge Consistent high performing team members.
• Appointment, Training, Developing and Leading the sales team towards the business goals