Lead area (or district), formulate Sales and Collection plan for assigned territory or products.
Scope Develop sales forecast, budget and manpower plans, supervise and train dealers and or sales force to achieve sales targets, pursue key prospects, negotiate and achieve appropriate sales volumes.
Major Areas of Responsibilities:
Leadership Role Leading by example.
Identify & recruitment of right people that meet the norms.
Engage in periodic reviews of team members resulting in desired outputs.
Ensure that Ethics & Integrity, value systems & the organization culture is maintained Ensure regular sales calls as documented & defined
Organize promotional events, Planning for Sales To plan & develop sales forecast, budget and manpower plans for current & untapped market.
Making an operational plan TSI wise customer wise sales targets, potential mapping based on space addition, promotional activity calendar, network expansion plan, channel correction plan, resource plan etc.
To achieve Sales & Collection Target Ensuring that the company meets its market share objectives by exceeding the sales target by 100% Monitoring of the sales collection, contribution, outstanding and control on inventory on regular basis & ensure that the working capital is been deployed within the norms.
Monitor the Billing Process Product Category V s Value wise on regular basis.
Monitor the top 20 dealers club dealers and roll out sales plans to achieve the sales target.
Ensure profitability by focusing on the products which are giving high margins.
Ensuring timely liquidation of defective slow moving discontinues products.
Design Secondary Scheme for better secondary sales.
Regular follow up with the Supply Chain department for supply of materials on time. Godown /Warehouse visit on a fortnightly basis
Regular visits to users, contractors & consultants to explore business opportunities Ensure brand approvals with key specifiers and customers wherever required Channel Management Nurture & guide the TSI's by developing existing network of dealers.
Periodic visits to channel partners.
Develop new dealers in unrepresented & under represented areas through scientific process of territory mapping.
Keep track of overdue bills receivables from dealers & track their payment habits Working closely on enquiries generated leading to convenience of sales.
Ensure stock is maintained as prescribed To maintain price parity & reduce conflicts on price.
Ensure periodic settlement of claims Market Mapping Competitor Analysis for competitor activities, its market shares, channel and network management, pricing & promotion activities which will help us in planning the strategy for expansion, new vendor development, new product etc.
Optimizing output by effective management of the front lines field force by Monitoring the TSI performance periodically, mentor and motivate them in increasing the productivity and taking more responsibilities.
Ensuring adherence of his team to said discipline reporting norms eliminating the channels conflict and settling them within lead times, as per the norms.
Effectively monitoring & appraising the performance and train them maintaining and updating the pre planned customer contact plan on territory requirements.
Frequent reviews of customer interaction & customs
Manage financials, manage debt turnover ratio Optimize travel, communication, conveyance & miscellaneous expenses.
After collection, coordinate for payments with HO for RTGS.