Territory Sales Head - AAC

Role & responsibilities

Key Areas of Work

Supporting Actions

Business Delivery

• Prepare and contribute to the companys sales plan by reviewing performance and examining potential growth.
• Responsible for forecasting sales of the territory under them with the help of past data and considering market trends.
• Coordinate sales efforts through UTCL, UBS, and Non UTCL channels.
• Manage UTCL, Non Utcl, Non-Trade and key account sales effectively.
• Oversee order processing to ensure accurate and timely deliveries while managing inventory efficiently.
• Break down sales targets into manageable goals for the sales team.
• Regularly review and update the sales pipeline for accuracy and timeliness.
• Streamline the sales process to enhance efficiency and productivity. Identify and acquire new customers, including builders, contractors, architects, and dealers.
• Translate sales strategies into actionable plans for the sales team.
• Monitor the progress of deals through various stages of the sales cycle.
• Analyze sales data to gain insights into performance and identify trends..
• Promote innovative product solutions to differentiate the company and maintain a competitive edge.
• Define and monitor key performance indicators (KPIs) for sales targets, revenue growth, and customer acquisition.
• Regularly assess and address performance gaps.

Network Management

• Collaborate with supply chain and plant managers to ensure timely deliveries.
• Provide support and resources to channel partners to help them sell the products effectively.
• Collaborate on marketing initiatives, promotions.
• Develop competitive proposals for potential and prospective clients.
• Devise CRM activities & conduct the same. Ensures regular Applicator/counter/architects meets in the region. Monitors the technical services and support activities
• Set targets for dealers and monitor performance.
• Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers

Distributor/Dealer Target & Performance

• Frequently visit dealer and retailer stores to gain insight into any grievances they may have.
• Subsequently, take proactive steps to address these issues and strengthen our network.

Complaint Handling

• Anticipate potential issues and proactively address them. Promptly resolve any problems or concerns raised by customers to build trust and confidence.

Customer Relationship Building

• Offer customized solutions based on the unique requirements of each customer.
• Organize events specifically designed for relationship building, such as customer appreciation dinners, networking events, or industry conferences.
• Schedule regular check-in meetings with key customers.

Product Placement

• Maximize the reach of the distribution network and ensure the availability of our products in retail outlets.

Market Expansion & Penetration

• Identify and onboard new dealers, retailers, and channel partners to expand the company's network within the territory.
• Assess potential partners' capabilities and alignment with the company's objectives.
• Explore opportunities for expanding the company's presence in adjacent markets or regions within the territory.

Business Development

• Develop and maintain relationships with key clients and stakeholders.
• Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers.

Pricing

• Continuously monitor the pricing strategies of competitors in the territory to stay competitive.
• Ensure that any changes in pricing are effectively communicated to the sales team, channel partners, and customers.

Competitor Tracking

• Continually seek competition information to understand gaps and critically evaluate it.
• Ensure that critical information is passed on to the management for strategic purposes.
• Interact with the customers & collects information on prices, discounts, incentive schemes etc.

Stakeholder Management

• Collaborate with the marketing department to implement marketing campaigns, promotional materials, and advertising that support sales efforts.
• Collaborate with other departments such as marketing, logistics, and product development to ensure alignment with territory sales goals.
• Seek help from Operation personnel to attend product quality grievances of the customer.
• Coordinate with supply chain manager and Plant Managers for deliveries.

Brand Strategy & Improving Brand Equity

• Develop and implement effective sales strategies tailored to the unique characteristics of the territory.
• Align strategies with the company's overall sales and revenue goals.

Product Knowledge

• Possess an in-depth understanding of the cement and construction industry, as this knowledge is indispensable for effective decision-making and strategizing.

Commercials & Payment Collection

• Coordinating with the commercials department to ensure all credit customer base is well monitored through continuous reconciliations.

Technical & Influencer management

• Encourage employees to engage with the empaneled influencers (like applicators, architect etc.), further strengthening relationships and expanding the company's network.
• Identify and research key influencers in the building and construction industry who have a significant presence and get them empaneled.

Team Management

• Uphold the morale and productivity of the team, ensuring that they consistently meet and exceed their sales targets.
• Provide adequate training to ensure that the team possesses a comprehensive understanding of the products they are promoting in the market.
• Conduct periodic performance reviews for the sales team of CRMs providing feedback and setting improvement plans.