Head - Sales - Consumer Durable

Job Description

We are looking for Sales - Head - Mumbai/Banaglore for one of the FMCD organisation.1. Business Development and Sales - Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets - Identify and provide inputs to regional sales head on potential growth areas in the zone - Formulate development of roadmap and strategic initiatives for the assigned zone - Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their zone2. Business Planning - Formulate sales and business plans for the zone aligned to the overall regional sales plans- Formulate the annual business & operating plan for the zone in line with the overall annual retail business plan of the region and the company - Ensure alignment of strategic focus with zonal KAM team - Develop zonal level sales forecast and budgets and cascade the same by dealers - Accountable for the development of area and territory sales plans based on dealer last year performance & growth aspirations for current year - Communicate the targets to dealers - Monitor and track achievement of targets and budgets on a monthly basis - Review achievement of dealer wise target on a monthly and quarterly basis3. Market expansion - Strengthen the dealer network by developing new dealer in line with companys store expansion strategies- Identify new catchment areas within the zone holds the potential- Identify and shortlist dealer prospects, screen these prospects and finalize dealers - Accountable for the process of ACT approval, layout and design execution, branding activities and finally store opening 4. Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints - Plan how to establish and maintain relationships with major dealers and influencers - Monthly meetings with dealers across the zone to understand their needs with a view of future sales growth - Plan and ensure implementation of periodic meets with specifiers- Communicate and present to the dealers any new product launches - Plan and oversee implementation of trade schemes - provide inputs to develop schemes that enable dealers to achieve their targets, brief the schemes to dealers, discuss & monitor their performance - Drive high-quality servicing of customer relationships across the zone in terms of needs recognition, timely delivery and complaint redressal5. Efficient and effective dealer operations - Monitor, guide and support dealers in order to help them achieve their targets - In monthly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc. - Audit the stock with every dealer at the beginning of the month & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs - Ensure that showroom staff are adequately informed about company products and their features through regular trainings, specific interventions for new product launches etc. - Pro-actively seek to remedy any issue or risk that the dealer may be facing6. Market penetration - Generate new leads and interact directly with end customers to help build secondary sales - Through influencers - identify potential customers and ensure that these leads are followed up by the zonal sales team - Ensure necessary follow up actions on major leads generated by the dealers - Understand requirements of major customers and map company products as well as ensure that efficient after sales services are provided - Ensure timely execution of promotional activities in the zone - Provide inputs to the HO team to ensure formation of robust intervention plans - Ensure quality execution of the plans/ activities, through the zone team7. Order generation and processing - Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the zone- Understand customer requirements and oversee the process of quotation submissions to major customers - Lead the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions - Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders8. Team Management & People development - Ensure the development, guidance and motivation of subordinates so as to ensure superior performance and employee satisfaction thereby achieving zonal objectives- Drive the goal setting and review process for subordinates and employees within the zone - Identify training needs for subordinates and ensure the execution of the required training programs in a timely manner - Carry out performance assessments and provide feedback to subordinates with a view of improving performance,

Keyskills :
sales growthsecondary salesterritory salesretail businessorder processingmarket expansioncorporate liaisonmarket penetration