Sales State Head or Regional Manager

Company: AKIA INDIA Hometech Digital Limited

Department: Sales
Reporting To: Sales Head/Director of Sales Experience Required: Minimum 15 years in Sales & Distribution, preferably in the Consumer Durables/FMCG/Related Industry Location: looking for candidates at various locations

Position Overview:

The Sales State Head will be responsible for driving and managing the sales and distribution network within the designated state/territory. The role demands strategic planning, leadership, and operational excellence to achieve revenue, profitability, and market share objectives. This position requires a seasoned professional with extensive experience in sales, team management, and channel development in the consumer durables industry.

Key Responsibilities:

1. Sales Strategy & Planning

• Develop and execute the state sales strategy in alignment with the company’s business objectives and regional goals.
• Forecast monthly, quarterly, and annual sales targets and ensure consistent achievement across all sales channels.
• Monitor market trends, competitor activities, and consumer insights to identify growth opportunities and address potential challenges.

2. Team Leadership & Development

• Lead, motivate, recruit and manage a team of Sales Managers, Area Sales Managers (ASMs), and Sales Executives across the state.
• Establish performance benchmarks and ensure team members meet their sales targets and KPIs.
• Identify training needs and work with HR to facilitate skills enhancement programs for the sales team.
• Foster a culture of accountability, collaboration, and excellence.

3. Channel Development & Management

• Build and strengthen the dealer and distributor network to ensure optimal market coverage and efficient product distribution.
• Negotiate and manage relationships with key accounts, distributors, and channel partners to drive sales and improve market penetration.
• Resolve channel conflicts and ensure alignment between partners and the organization’s objectives.

4. Business Development

• Identify new business opportunities within the territory, including untapped markets, product diversification, and partnerships.
• Drive initiatives to increase market share and customer satisfaction in the state.

5. Financial Management

• Monitor P&L performance for the state and ensure adherence to budgetary guidelines.
• Optimize the use of trade marketing budgets, sales incentives, and promotional activities to maximize ROI.

6. Reporting & Analytics

• Prepare and present periodic sales reports, forecasts, and performance metrics to the regional and corporate leadership team.
• Analyze sales data to track performance, identify trends, and take corrective actions when necessary.

7. Compliance & Policies

• Ensure compliance with company policies, legal guidelines, and ethical standards in all sales and distribution activities.

Qualifications & Skills Required:

Educational Qualifications:

• Bachelor’s degree in Business Administration, Marketing, or a related field (MBA preferred).

Experience:

• Minimum 15 years of experience in sales, with at least 5 years in a leadership role managing large teams and multiple territories.
• Proven track record in achieving sales targets and expanding market presence in the consumer durables or a similar industry.

Technical Skills:

• Proficiency in sales forecasting, data analysis, and CRM software tools.
• Strong knowledge of channel sales, distribution management, and retail strategies.

Key Competencies:

• Strategic thinking and the ability to translate vision into actionable plans.
• Exceptional leadership, interpersonal, and communication skills.
• Strong negotiation, conflict resolution, and relationship management skills.
• Results-oriented with a focus on driving revenue and profitability.

Performance Metrics:

• Achievement of state sales targets (revenue, volume, and profitability).
• Growth in market share and customer satisfaction scores.
• Expansion and retention of the distribution network.
• Effective management of sales team performance and engagement.