Bajaj Electricals - Regional Head - Trade Sales - Consumer Product Business

Designation : Regional Head - Trade Sales, Consumer Product Business

Grade : Asst. General Manager / Dy. General Manager

Location : Bhubaneswar, Orrisa.

Business Turn Over - approx. 100 Crs

Team size : 4 Area Heads and 16 Territory Heads

Experience : 10 to 15 years of B2C channels sales experience

Industry Preference : FMCD /FMCG/ Consumer Durables

Desired Qualification: MBA / Post Graduate Degree in Management

Major Areas of Responsibilities & Authorities :-

- Monitoring weekly/ monthly sales targets branch wise/ BU wise and ensure they are met.

- Develop a robust review mechanism for follow-up

- Understanding and track the secondary sales viz-a-viz primary sales trends

- Analyzing the stock levels at branches and action there-on

- Analyzing and reviewing segment wise/category wise/SKU wise performance of the Region (State)

- Focus on seasonal product categories and initiate actions in advance to take the pre-season advantage.

- Assigning Sales Personnel & ISD's to cater to every Bajaj World in the State. Ensure once in 2 months review is done & ensure viability checks. Take actions wherever there are gaps

- Implementation of RREP roll outs as defined by Zonal Head

- Monitoring the branch performance based on secondary vs primary sales.

- Reviewing no. of distributors being billed as per BPR.

- Remapping of all markets every 6 months of Area Head and TSH post RREP

- Tracking and reviewing contribution from a product category,

- Focus on high profitable SKU/Category.

- Focus on premium categories to reduce the dependence of low end categories/SKU to increase the profitability

- Actions and guidance on branches which are below budgeted throughput nos.

- Low contribution product to be eliminated based on sales trends.

- Weekly performance monitoring on primary and secondary sales and collections

- Weekly monitoring tour plan Vs Actual for Team

- Monthly reviews and meeting with the team on prefixed agenda.

- Understand the issues at the branch level and give solutions thereon.

- Recommendation of appropriate distributor for appointment

- Ensure retention of distributor

- Maintain distributor score card.

- Disassociate from the parties/billing points who are preventing RREP SOP Implementation

- Furnish monthly information to trade marketing team on competition activities

- Identifying top 20 retailers of each market, study their contribution, initiate action to increase the share from the counter

- Study competition pricing and give timely feedback to the marketing team for necessary action

- Initiate action on slow moving and non moving inventory lying at branches ON MONTHLY BASIS

- Make liquidation plan in consultation with marketing team.

- More than 6 months old inventory should reduce every quarter by 10% over opening inventory in that quarter.

- Weekly monitoring of overdue outstanding( 0 outstanding - 60-180days)

- Monthly review of movement of slow and legal cases Greater than 360 days

- Nil outstanding beyond 60 to 180 days

- Ensuring minimum attrition - 10%

- Proper induction of new team member.

- Training and development of the team.