Territory Sales Manager ( Pipes & Fittings)

Job Description

BASIC INFORMATIONRole Title: Territory Sales Manager Business : Pipes & Fittings Department: Sales & Marketing Age 31 to 34 years Grade: C2 Designation: Assistant Manager JOB DESCRIPTION QualificationsEducational : Graduate + MBA (Sales & Marketing) Professional : Minimum 9 years and Maximum 13 years of experience ORGANIZATIONAL RELATIONSHIPS Reporting Matrix: Administrative Reporting: Zonal Sales Head/ Regional Sales Manager Functional Reporting: State Head Roles Reporting to this position: Administrative Reporting: Territory Sales Officer Functional Reporting: Territory Sales Officer ROLE Territory Sales Manager is responsible for growth in the market share & profitability in a state. ACCOUNTABILITIES 1) Increase Market Share: Achieve sales target and realization for the assigned territory. Planning market expansion strategies and identify new markets. Monitor sales forecast and review the team on regular basis to ensure achievement of defined Sales targets for a specified territory. Regularly report to ZSM against sales forecast and achievement of sales as per target. To keep abreast of competitors activities in order to achieve increase in Polymer business market share. Create visibility of Birla HIL brand by participating in sales meeting, trade shows and seminars 2) People Management: Efficient management of sales team across the State/Territory Relating with cross functional team at the Corporate level to ensure quality supply of product as per the market demand Monitor, guide and review them to ensure they are retained. Ensure the team is motivated to achieve the target and create an appropriate environment for them to grow professionally. 3) Financial: Tracking of overdue collection and monitoring the ageing of outstanding Ensure outstanding (DSO) within specific limit. Monitoring of Credit given to customers for the defined territory to ensure proper credit control To ensure business objectives are achieved and costs incurred are as per the budgets defined. 4) Customer Focus: Build strong relationship with customers and influencers across all levels Leverage relationships to generate repeat sales Ensuring customer satisfaction by achieving delivery & service quality norms MEASURES Lead to pipeline conversion rate. Debtors Sales Outstanding (DSO). Employee retention percentage. Percentage of repeat business turnover/revenue. SKILLS Behavioural Skills: 1) Leadership skills: 2) IPR & Communication: Ability to freely discuss the information with the stakeholders in a positive way, and open to feedback or criticism. 3) Planning & Execution: Breaking the assignment into major milestones, and assigning timelines for each one, considering Risk factors in the planning process. 4) Negotiation skills: To keep margins, profitability & customer satisfaction high 5) Customer Orientation: Should be customer-sensitive, take timely feedback from them and address their complaints immediately. Functional Skills: 1) Presentation skills 2) SAP knowledge