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Job Details

Experience: 10-12 Years | Salary: Not Disclosed by Recruiter | Opening(s): 1 | Posted Date : 2017-12-16
Hiring For A Reputed Client of GlobalHunt
Job Description
  • Sales Planning
  • BTL Implementation
  • Distributor Management/Engagement
  • Product Knowledge
Desired Profile


  • Design & execute sales strategies defined for the sub-region

  • Ensure month on month achievement of sales target (value and volume)

  • Ensure revenue from sales of new products as per AOP target

  • Drive incremental revenue from distribution expansion

  • Ensure achievement of sales target in focus segments

Customer Orientation

  • Conduct calls as per the agreed plan with each distributor. Review call cycle, reporting (weekly) on calls made and stock ordered for the team

  • Build and maintain distributor relationships to grow regional sales

  • Work closely with distributors to develop & execute annual plan for promotions and advertising campaigns

  • Work with the marketing team to ensure that distributors are fully aware of and support planned promotions

  • Ensure distributors have appropriate investments to cater to market needs (stock levels, credit, salesmen, etc.)

  • Provide merchandising assistance (i.e., through point of sale material, brochures, etc.) and advice to distributors in order to maximise sales opportunities

  • Resolve product issues (such as recurring faults) at distributor level, arranging credits, replacement stock as required and providing feedback to Brand Managers for recurring issues

  • Ensure timely settlement of distributor issues like pending schemes/ discounts/ reversal of debit note, etc.

  • Collect no pending issue letter from distributors on quarterly basis

  • Provide support to develop products as per region's demands

  • Authorise and allocate transit damage rebates and credits effectively and within Company guidelines in order to maintain a positive relationship with distributors and maximise profitability. Report any exceptions to the Regional Manager

  • Track distributor order fulfilment of demand generated from Retailers by the field force

  • Track market/ competitor intelligence through ASMs & derive actionable from the same

People Orientation

  • Motivate & lead ASMs & SOs to establish coverage, distribution and display objectives to meet Sales targets

  • Cascade targets for team & provide necessary support such as coaching, feedback, training & development to meet targets

  • Provide inputs on training needs for the team to Regional Manager/ HR

  • Recruit and develop team members. Support HR in creation of a talent pipeline to ensure business continuity in case of attrition

Internal Business Process

  • Track & minimize average outstanding at end of each month as a % of month's sales

  • Improve sales billing phasing to reduce month end skew

  • Drive distributor/ retailer engagement and scale up efforts to increase number of participating distributors/ retailers

  • Ensure adherence to market working plan for self & team. Report regularly to Regional Manager

  • Review quality of distribution by tracking the range of articles billed out of the identified focus articles

  • Review distributor effectiveness by tracking distributors meeting target turnover

  • Ensure improvement in article wise stock availability

  • Ensure adherence to key sales processes

  • Prepare territory wise distributor to retailer mapping records

  • Provide inputs to Regional Manager for accurate & timely sales forecasts

  • Conduct timely reviews as per sales governance model

Industries TypeTelecom/ ISP
Role Regional Sales Manager
Skills Project Sales, Sales Management, Relationship Management, CRM, Customer Relationship
Functional Area Sales, Retail, Business Development
Education Graduate and MBA in Sales/ Marketing
Location Bhopal
Keywords Project Sales, Sales Management, Relationship Management, CRM, Customer Relationship
Contact HR
Telephone 91-11-46547700
Reference id GH/CRS/ Regional Sales Manager/JC//01122017//72361