GM - HRAD at Bajaj Electricals Ltd
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Bajaj Electricals - Area Manager - Luminaires Business (6-12 yrs)
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 - territory wise sales targets, 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 wherever not available
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 BEL- HO & BSSM for RTGS.
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