Area Manager/Manager - Business Development - B2B Segment - Consumer Durable

Role : Area Manager/Business Development Manager - B2B

Reports to : Sales Leader, South Asia

Team Management :Direct Reports- 1-4

Main Purpose of the Role

He/she is Responsible for ensuring all budgets are achieved for the region/s assigned and that the maximum sales of products are realized through the activities of himself & his/hers Sales Team. He/She is responsible for the coaching and development of his/her Sales.. He/She is involvedin recruiting new sales people as required.

Job Responsibilities:

1. Business development(20%)

- Identifying potential opportunities, Customer interactions & presentations, Product demos, Price & CIU offerings, Selling products at higher price realization, Alignment of distribution for service- local & PAN India, PO collection, Service execution through distributors, SPARTA Updation, CRM Updation, Pipeline management, Escalation management, Identifying city, state level exhibitions/trade seminars & participation, Handling first round of pricing requests. Identification of right partner, introduction & growth of Modern trade Channels., Track sales effectiveness and proactively propose and execute system for improvement.

2. Key account management(15%) Account Size- Greater than $ 0.5 MM

- Acquisition & management of new and existing National key Accounts & IFMs, Liaison with marketing team and executing value added programs, escalation management, churn management. Establish strategic, cross functional relationships and regular dialogue with key customers

3. Channel Management(40%)- handling 2-3 states, or states with GSV /GDP ratio > 35%

- Order collection, Payment collection, Business review, SKU positioning, Record setter program execution, New distributor creation, New geography expansion, Searching the market for appropriate distributors, Claim management, Service adherence management, Managing sales of company DCs as required, Regular calls between finance and SCM for order release and dispatches, Implementation of DMS. Lead the implementation of ROI analysis for key / strategic customers/distributors (Baseline vs. Incremental profit).

4. Talent management & development- Direct Reports can include WP resources SM level & below (10%)

- Managing Sales performance & activities of direct reports and extended team of FOS resources Training the direct reports and extended team both classroom and OJT, Career discussions and growth plan, Creating a safe and comfortable environment for the team to perform and excel

5. Inventory & logistics management(10%)

- Forecasting, Inventory management in coordination with team and distributors. Maintaining adequate stock, addressing additional requirements from customers, stock transfers among distributors. Transport coordination with SCM & distributor. Inventory planning along with DC manager(based on region), Managing client expectation in terms of delivery schedule, prioritizing in coordination with distributors. Execution & Development of new product development along with marketing team & Production Manager.

6. Capability enhancement- Team and self(5%)

- Identifying development opportunities & planning the same with BCM for execution, reinforcing trainings as and when required. Working in coordination with BCM to implement new learnings in market along with Marketing programs. Assigning project to team & monitoring progress

Core Competencies and Expectations

- Bachelor's Degree and MBA or equivalent experience.

- Experience in P&L management of a region

- Ability to develop good relationships with current and potential clients.

- Excellent communication skills.

- 8-12 year Experience in sales preferable in MNC & B2B segment

- Prior experience in team handling

- Knowledge of productivity tools and software.

- High attention to detail and a focus on fact-based decision making.

- Fluent English