Territory Sales Manager - Kitchen Appliances - Jamshedpur

Job Title:

Division:

Department

Total Experience:

Relevant Exp

Reporting to:

Direct Area Sales Manager

Location:

SPAN

(Numbers of subordinates reporting to the incumbent)

Direct : individual Contributor

Indirect: DSMs , off role(if applicable)

Matrix :

1. PRINCIPAL ACCOUNTABILITY (Why this role exists?)

Drive assigned geography to achieve sales budgets for respective PLs(fans,light,pump,b2c). Drive reach by new /old channel partners, Secondary Focus, ND,WD, execution of trade policy/scheme.

1. Key Responsibilities

Sales & Collection

• Plan and achieve annual budget & collection, ROD plan deployed for the branch
• Achieve product wise, category wise monthly Sales targets for the branch
• Ensure sales phasing for the month – 7th(10%), 14th (25%),21st (40%),ME(100%)
• Drive new/focus product in the branch
• Improve premium contribution of the total sales

Channel

• GTM for each territory covering Trade Partners
• Continuously Monitor & Improve Channel Partner Health – Dealer, Distributor.
• Network expansion, correction & Channel management strategies for each product, town category.
• Top 50 retailers of the assigned area to be catered directly
• Plan to maximize reach (ND,WD) in all town categories
• Drive channel finance for your channel partners
• Sales activation plan, BTL activities including CP meets & brand positioning.

Process & Automation

• Drive Process Improvement initiatives & effective implementation in branch – Tally Patch, Easy DMS, Field Assist, Dealer Portal etc

People

• Execute Cross functional efficiency between Sales, Service, Finance, Logistics, Product Manager, trade marketing for smooth functioning of branch.
• Appoint DSMs - Review & train them for peak performance

OPERATIONS

• Coordinate C & F / warehousing operations as per laid down policies.
• Ensure Stock liquidation and min. stock levels as per sales forecasting

Competitor Analysis

• Market Information system
• Competition Analysis, analytics for forecasting and new product development

3. How we Measure your Performance

% Primary sales targets, For B2C – Primary + Secondary

% ROD reduction as per corporate guidelines, Collection as per monthly commitment

Distribution reach - Channel appointment, Reach % as per plan

Process Improvement Initiatives – Field Assist, Tally Patch

Focus Product Targets to be achieved

4. KEY INTERACTIONS

Internal

External

Branch Sales Team, RSM

Regional Support Teams - Service Team, Finance Team

Channel Partners

5. Desired Personal Attributes/Functional & Behavioural Competencies

Execution Excellence

Courage

Personal Leadership

People Development

Innovation

6. Education & Age

Graduation + prefer MBA(regular/part time)

Age up to 35 years