State Head

Job Description

Forecasting/Planning and implementation of Sales Strategy :- Support the creation of sales strategy and the Annual Operating Plan (AOP) for the zone and drive its implementation as per plan- Gather trends (competitor and self) from market research and historical data around sales to estimate the market size for the zones on both volume as well as value basis to forecast- Monthly forecast of Rolling Sales Plan (RSP) for product planning and preparation and rolling out of targets to employees (Primary, Secondary & Tertiary) and Distributors (MOU) on the 1st of every month- Plot the retail market for the zone on the basis of the desired presence across the retail space available and progress as mentioned in the AOP- Drive the model wise build up for the distributors within the zone.- Implement the sales strategy for General trade formats within the zone and cascade the overall sales targets from corporate level down to the Sales Executive levels.Distribution Management :- Develop and manage distribution business plans for the assigned region. Serve as primary liaison between distributors and their customers in order to increase sales and market share.- Track and manage distributor engagement & performance against business plans, ensure goals are being met, training is being offered and conducted and marketing funds are being allocated towards growth. Provide coaching and feedback about performance and distribution management and determine next steps for continuing relationships and growth strategies.Sales Budgeting :- Plan and adhere to the zone and state sales budget- Ensure adherence to the assigned zone budget through tight monitoring of the operating expenses at branch level.- Monitor, implementation of sales processes at zone level and ensure adherence to the same with a view to achieve higher efficiencies.Execution and profitability :- Drive the sales strategy at zone level to support the achievement of overall sales targets across primary, secondary and tertiary levels of distribution.- Deliver zone sales and profitability targets on a monthly, quarterly and annual basis as projected in the AOP- Achieve the desired width of distribution at zone level as per the AOP- Drive ongoing improvement of productivity of own manpower at retail stores within the zone- Coordinate with the Customer service function in the zone to ensure customer satisfaction, TAT and cost of service per handsetGap Analysis :- Identify the gaps in zone distribution network through interaction with Regional Heads and Sales Admin- Conduct of distribution performance analysis for the zone and take corrective actions to plug the gaps- Monitor the depth of distribution across the distribution network within the zoneVisibility :- Ensure the presence of brand across zone distribution network and periodically- Liaise with the concerned BTL manager to involve and participate in the BTL activities at zone level with a view to drive the zone sales volumes.- Placement - Ensure placement of products at the retail specifically with counters with ISD deployment for faster TAT and better rotationCompetition analysis and Bench-marking :- Design innovative sales strategies and discuss the guidelines with the corporate team to streamline operations at zone level.- Implement the corporate guidelines to tap into clear channels of communications for ensuring seamless flow of information.- Track contemporary trends and subsequently, forecast the future trends in all aspects of sales at zone level- Develop and maintain strong awareness of device market / Competitors at zone level and exploit opportunities as and when they arise.

Keyskills :
istributor saleschannel sales