National Sales Manager - Lighting Business

Job purpose & Scope :

Plan, direct, and monitor the activities of a sales team within a specified geography, product line, or market segment to achieve established sales targets. Provide Leadership and manage channel strategies to maximize sales and realization. Enhance customer reach & sales conversion by providing them with a bouquet of products & services.

Major Areas of Responsibilities :

Planning for Sales :

- Formulate the channel strategy, business operations and business processes by setting up long term objectives with a clear set of short term KPIs ;

- Create and maintain a strong channel which is in sync with the company's plans and aspirations.

- Close customer interaction with top 10 customers & contractors which will help in enquiry generation leading to order conversion

- Identify and initiate business processes for bringing about a qualitative & quantitative improvement in working while maintaining the growth trajectory.

- Ensure high level of customer satisfaction through prompt actions and improved backend policies / processes.

- To partner with Marketing team for formulation and execution of marketing strategies, ATL/BTL activities and product launch in target markets both short and long range & ensure the profit growth & expansion of BU's product and /or services.

- Forecasting sales and market budgets accurately and creating a buy-in for the same across the team

Channel Management :

- Define the core strategy for network expansion

- Periodic review of dealers performance thereby ensuring retention of best & weeding out non performers

- Participate & guide in key appointments of new dealers at important business locations

- Regular visits to the top dealers on a quarterly basis

- Ensure maintenance of price parity in the market & ensure no channel co0nflicts

- Ensure the field team support in fueling order conversions

- Participate & chair promotional activities as appropriate

- Ensure pre & post sales service levels are maintained

- To adopt a free & fair policy towards all channel partners across the regions.

To Achieve Sales & Collection Target :

- Grow top line revenues by ;

- Ensuring effective hiring, orientation, training & development, retention and manage the branch and regional level sales team for aggressive top line growth .

- Provide real time market feedback to marketing department for developing / altering the product, pricing and promotion strategies .

- Develop pricing strategy for the BU.

- Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.

Market Mapping / Competitor Analysis :

- Research, analyze and monitor financial, technological and demographic factors so that market opportunities may be capitalized on and the effects of competitive activity may be minimized.

- Proactively identify industry changes, delivery systems and competitive pressures to develop and modify strategies and tactics accordingly.

Sales Administration :

- To translate strategies into department action plans & drives its implementation.

- Lead implementation efforts by assigning responsibilities, delegating and making appropriate resource available for enhancing the sales performance.

- Develop competencies and processes required to create an effective and efficient sales organization.

- Provide sales management, budget control, compensation programs and incentive planning.

- Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.

- Prepare & Manage monthly, quarterly and annual sales forecasts.

- Establish effective relationships and collaborations with other departments (Marketing, Finance, Branch Sales Support, Customer Service, etc.) to address key business issues and opportunities.

Manage financials :

- Effectively manage the operations and show bottom line growth year on year.

- Ensure effective use of working capital towards profit objective of the BU.

- Assess and choose sales strategies based on their cost-benefit and risk weightage.

Leadership Role :

- Leading by example provide leadership through effective communication of vision, active coaching & development

- Identify & recruitment of right people that meet the norms.

- Engage in periodic reviews of team members resulting in desired outputs.

- Decision making based on guiding principle

- Ensure that Ethics & Integrity, value systems & the organization culture is maintained

- Be a brand ambassador

People Management :

- Recognizes achievements, identifies & nurtures talent to assume greater responsibilities & challenging assignments.

- Provide timely & constructive feedback, counsel on improvement areas.

- Training of team on soft skills & impart product knowledge

- Foster empowerment and delegation of responsibilities.

- Retention as per budgeted norms

- Evolve succession planning

Training :

- Identify training needs of all team members at the beginning of the year

- Involving HR, calendar & implement the same.

- Review implementation of training conducted

- Suggest trainers for both soft skills & product development

- Engage in role plays to enable corrective actions

- Adopt on field training during field visits