Sales Operations Manager

Division: Emerging Businesses.

Distribution Management

1. Distributor Appointment-Distributor appointment can be based on certain logics like GAP town, Area bifurcation or replacement of existing one on the ground of poor performance or poor paying capacity. we should plan our road map about appointments on above logics and same needs to be followed down the line.
2. Distributors Inventory Management-Distributor must maintain 45 days stock of top 80% selling SKU's at his godown.Distributors not doing so are doing business with company fund and we must take corrective action.
3. Distributors servicing to the market
4. Secondary sales
5. Primary Sales
6. Adherence to company's policy-A distributor has to adhere to the company policies, whether it is credit policy, Inventory management, bucket plan or giving timley balance confirmation etc. This is not a easy exercise but our regular follow up, timely reminders can help us in achieving our objectives. we need to encourage them for doing so.

DRCP Management

1. Defining Class Outlet- identify potential customer base in the market in which they opera
2. Potential Mapping of outlet- Potential mapping of outlet is required to understand our market share as well as our counter share at the outlet. Based on petential we can define our startegy at the outlet or in the market
3. Outlet to be added from Non DRCP- There are many outlets which are being directly served by Distributor. Keeping DMS in mind we should also add these outlet in DRCP with different beat name

Sales Tools & Process Management

1. Develop, implement, and continuously improve sales processes to enhance efficiency and effectiveness.
2. Evaluate and implement sales tools, CRM systems, and technology solutions to enhance sales productivity.
3. Define the stages of the sales process, from lead generation to deal closure.
4. Collaborate with sales teams to ensure adherence to established processes and identify areas for improvement.
5. Map out the specific actions, tasks, and interactions that occur at each stage.
6. Determine criteria for advancing leads from one stage to the next.
7. Monitor and evaluate the sales pipeline to identify bottlenecks and implement strategies to streamline workflows.
8. Ensure consistency in how leads are handled, how information is captured, and how communication is conducted.
9. Implement sales tools and Customer Relationship Management (CRM) software to automate repetitive tasks.

Sales Analytics and Reporting

1. Gather, analyze, and interpret sales data to provide insights and recommendations to senior management.
2. Gather data from various sources, including CRM systems, sales tools, marketing platforms, and transaction records.
3. Identify and define KPIs that measure sales performance, such as revenue, sales conversion rates, average deal size, and sales velocity.
4. Create and present regular sales reports, performance dashboards, and forecasts to aid strategic decision-making.
5. Identify trends, opportunities, and challenges within the sales data and propose action plans accordingly.
6. Develop criteria to assess the quality and readiness of leads.
7. Use historical data and predictive modeling techniques to forecast future sales trends, revenue, and demand.
8. Analyze the progression of leads through the sales funnel to identify stages with high drop-off rates.

Cross-Functional Collaboration

1. Partner with marketing, finance, operations, and other relevant teams to ensure alignment of goals and strategies.
2. Collaborate with the marketing team to align sales strategies with marketing campaigns and lead generation efforts.
3. Work with finance to develop and manage sales budgets, incentives, and compensation plans.
4. Establish clear handoff points between marketing and sales when transferring leads.

Performance Metrics and Process improvement

1. Define and track key performance indicators (KPIs) for the sales department.
2. Monitor individual and team performance against KPIs and provide coaching and feedback as needed.
3. Provide training and support to sales teams in effectively utilizing sales tools and technology platforms.
4. Continuously identify areas for process improvement within the sales organization and lead initiatives to address them.
5. Conduct regular reviews of sales processes, identifying opportunities for automation and efficiency gains.

Team Leadership and Development

1. Lead, mentor, and develop a high-performing sales operations team.
2. Foster a culture of collaboration, continuous learning, and accountability within the team.