Senior General Manager (Sales)

Purpose of Job:

Principal Accountabilities:

Strategic responsibilities:

• Increase of Market Share
• Mapping the market
• Regional Creation Realization
• Region Rationalization
• Implementation of franchise outlets across the zones
• Refine primary and secondary level
• Track competitors activities
• Rationalization and opening of new warehouses
  

Operational Responsibilities

• Implementing and achieving of budgets – sales, contributions, cost, inventory and receivables
• Plan & expand depth and width contribution
• Implementation of systems & processes
• Meets the sales objective by conducting regular review meetings with the Zonal Heads and taking corrective steps to overcome shortfalls, if any.
• Ensure data management of key accounts – projects, customers & dealers
• Monitor Zonal head’s planning & also PJP of frontline review
• Ensure working capital management in terms of aging, receivables, inventory, disposal of slow moving and dead socks
• Approve credit, prices and schemes
• Plan & approve dealer network
• Recommendation of commercial schemes
• Ensure cost control under various heads
• PSI
• Prepare coverage plan of sales team to visit dealers, builders and architects
  

Manpower Planning:

• Manpower planning
• Short listing of Zonal Head
• Development, Motivation & Retention of Manpower
• Ensures to keep the entire team focused and also discuss new initiatives
• Ensure discipline
• Ensure adherence to set procedures and policies
  

Network:

• Does proper mapping of network of dealers, sub-dealers, builders and architects
• Increases width and depth of distribution by increasing reach and adding more dealers / distributors to our network
  

Commercial:

• Ensures 30 days cycle and payments of dealers.
• Ensures all projects are on advance payment or PDC
• Keeps control over the Credit Period by keeping track of the Ageing Analysis
• Keeps cheque bouncing cases under control
• Counters competition by conceptualizing and implementing trade schemes
• Issues credit notes and other dealer payouts by 15th of every month
• To take proper approval for price support and project order
• To ensure proper indenting of stock for availability to the sales team through PSI
• Ensure statutory requirements of the company
  

Realization

• Ensures proper indenting of stocks so that the desired mix is achieved
• Deploys and recommends inputs to a particular category to achieve optimum mix
• Identifies customer who will fit our product profile (higher end)
  

Product Visibility & Sampling:

• Set Process for sampling to get maximum visibility at the same time reduce the sampling cost
• Product Positioning
• Ensure maximum visibility for the Brand by ensuring proper sampling at all dealer and sub-dealer outlets through promoters.
  

MIS:

• Keeps tab on competition pricing, new product launch and promotional activities
• Gives feedback on trends and market share
  

Market Intelligence

• Keeps a tab on competitor's activity viz. Pricing, new products, advertisement etc.
• Trend forecasting
• Tracking Market operating MOP’s
• Market share
  

Qualifications & Experience Required:

• B.Com
• 20 - 25 years experience
• 5 years as the Pan India Sales Head
  

Skills Required for the Job:

• Functional and technical Skills
• People Management Skills
• Team Handling Skills