Area Sales Manager Appliances Nagpur & Ahmedabad

Job Title:

Division: Appliances

Department

Total Experience:

Relevant Exp

Reporting to:

Direct –BM

Location:

SPAN

(Numbers of subordinates reporting to the incumbent)

Direct : 2-6 TSMs

Indirect: Off role Sales

Matrix : NA

1. PRINCIPAL ACCOUNTABILITY (Why this role exists?)

To Drive profitable market share growth & devise & deploy effective sales strategy for sustainable growth in assigned state for the product line(fans/appliance/B2C/pump) by using cross functional support.

1. Key Responsibilities

Sales & Collection

• Plan and achieve annual budget & collection, ROD plan deployed for the branch
• Achieve 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
• Ensure min. 90% billing efficiency > 90% target every month (MOU Signed)

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

• Ensure Cross functional efficiency between Sales, Service, Finance, Logistics, Product Manager, trade marketing for smooth functioning of branch.
• Review performance of team and provide necessary inputs for performance.
• Recruit, Review & Coach team for peak performance
• Identify non performers and develop/replace
• Drive R&R, employee engagement initiatives

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, ND 100% as per plan

Process Improvement Initiatives – Field Assist, Tally Patch, Dealer Portal, Billing Efficiency

Focus Product Targets to be achieved

4. KEY INTERACTIONS

Internal

External

Branch Sales Team, RSM

Product Team, Marketing Team

Support Functions - 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 MBA(Preferred)

Age – up to 40 years