Sales Officer

Primary Role: Will be responsible for driving continuous improvement in all aspects of Sales, Specifications & Field Marketing in the assigned Zone to achieve the business objectives. This would include sales process improvement and infrastructure management. Responsibilities Sales Objectives : - Drive identified Initiatives in the Zone to achieve the overall sales objectives - Identify & effectively implement Major and Key initiatives at zonal level in the areas of Market Development, Distribution expansion & Sales Operation - Identify the critical/burning issues of the Zone affecting sales & take remedial action/ escalate wherever needed - Continuously identify gaps in the regular working of BMs, Regional Specs Managers, Marketing Executives & sales support staff and remedy the situation without allowing it to damage the business -Support the Inquiry &Identity of business driven nationally from HO - Bring focus to the business of new Products - Work closely with the Top Applicators to jointly secure business. - Identify and work with the Services Team to develop Authorized applicators in the Zone. Systems, Processes, Policies and Business: - Be an expert on Systems, Processes, Policies and Business Module (SPPB) - Impart training to field managers and employees on SPPB during their induction - Regularly collect feedback on improvements required in SPPB - Collaborate with HO to get the required improvements incorporated in the SPPB People Management: - Ensure timely recruitment and retention of right quality people - Achieve clarity on role & responsibilities of all field managers and employees by regular interaction with HO and field employees - Impart training on roles & responsibilities of all field employees to ensure clarity in the minds of the respective employees - Implement the performance and potential management system including career planning & development of key employees - Continuously audit the market work done by all field employees; assess and give guidance to improve market working - Identify poorly performing field employees and take suitable remedial actions Market Connect: - Engage with the Top Customers & Consultants in the Zone - Carry out intensive field visits and interact with employees, dealers and end users - Collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes, etc. - Capture the feedback in a manner which is visible to HO and then act on the feedback in consultation with key people to get things done - Identify success stories and replicate in other parts of the zone. Also share with HO for replication in other parts of India - Inventory, Receivables & Commercial Policies Management - Regularly monitor inventory pile up in slow & non-moving SKUs, take remedial actions - Drive collection of receivables in case of exceptions - Ensure proper implementation of Commercial policies - User / Influencer / Dealer Management - Drive key dealer programs - Periodically engage with end-user/influencer panels for seeking feedback & suggestions. - Demand Generation - Give inputs to HO on Take direct responsibility for - (a) Scheme design (in consultation with HO) and feedback on effectiveness of schemes (b) Development and implementation of competition fighting strategy in consultation with HO - Important objectives to be achieved through market development activities - Design of market development activities - Make Annual and Quarterly plan for market development activities in alignment with zonal marketing communication executive & HO - Periodically attend market development activities/meets and give guidance to the marketing execs. for improving effectiveness and give feedback to HO on any support required such as application videos - Product/Scheme and Competition Fighting Governance : - Identify review process and reports which reflect the role and responsibilities of each employee - Ensure business reviews are conducted in the zone as per the laid down process - Ensure Observation, Analysis, Action Plan led quality review process - Periodically participate in BM review process (Marketing Resource Management) and contribute to improvement in quality of the process  Support Role : - Co-ordinate with National Head for preparing annual budget and business plan for the zone - Co-ordinate with Marketing Manager in HO & Marketing Communication exec. in the zone for execution of field marketing activities in regions