Job Description
Job Title: Territory Sales Manager
Division: Fans/B2C/ Appliance/ Pump
Department: Sales
Relevant Exp 2-3 yrs. of proven in similar role/industry
Reporting to: Area Sales Manager
Location: West Bengal / Jharkhand / Assam / Bihar / Orissa (should be mobile within the state)
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.
2. 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 the 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 the 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
Branch Sales Team, RSM
Regional Support Teams - Service Team, Finance Team
External
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