Bajaj Electricals - Area Head - Consumer Products

Bajaj Electricals Limited (BEL), a 75 year old trusted company with a turnover of Rs. 3200 crores, is a part of the US $ 7 billion (over Rs 30,000 crores) "Bajaj Group".With 19 branch offices spread across India we are supported by a chain of about 1000 distributors, 4000 authorized dealers, over 4,00,000 retail outlets and over 282 Customer Care centers.

Now we have the below Opening for an Area Head in Chennai for Consumer Products Division.

Area Head - Consumer Products

Location: Chennai

Experience: 9+ Years channel sales in Appliances/FMCG/FMCD with team management experience

Job purpose & Scope: To achieve preset and agreed primary and secondary sales target and profitability of assigned area of Chennai Metro and upcountry Chennai.

Major Areas of Responsibilities :

1. Achieve sales, collection & contribution targets for the assigned area

- To achieve annual Sales Plan by value & Volume, product category-wise and thus ensuring that the BU meets its market share objectives

- Evolve an effective operations plan for the territory comprising of distributor-wise targets, promotional activity calendar, reach expansion plan, channel correction plan, resource plan etc.

2. Plan for sales :

- Manage optimization of stocks, debtors and expenses through maintaining DSO within norms on a monthly basis.

- Effectively forecast sales through accurate rolling sales plan.

- Ensure proper liquidation of defective / slow moving / discontinued products.

- Maintain profitability of the products as per budget - Monitor secondary sales.

- Create opportunities for business expansion by innovative ways

- Increase the visibility of products in the market.

3. Competitor analysis :

- Collect, analyze and disseminate information to field force and HO for competitor activities, market shares, channel and network management, pricing, promotions etc.

- Ensure every team member is well aware of market, pricing and promotional strategies of competitors & own company

4. Optimizing output by effective management of the frontline field force by -

- Monitoring officer-wise performance (weekly /monthly /annual) and take adequate steps to increase the productivity of each TSI.

- To ensure that team adheres field discipline / reporting norms

- Eliminating channel complaints and settling complaints within lead times, as per policy.

- Effectively monitoring performance, appraising and provide training to all team members

5. Manage financials

- Manage ROI for channel partners and profitability of branch.

- Ensure timely collections as per agreed terms

- Optimize travel, communication, conveyance and miscellaneous expenses

- Co-ordinate for payments with BEL HO & format HO for RTGS

Essential Qualification: Any Graduate

Desired Qualification: An MBA/ Post graduate Diploma in Sales & Marketing is preferred.

Experience: 9 - 15 years of experience in selling directly or through channel sales - preferably from FMCG/Consumer durable/ Appliances industry, and Team Management experience

Industry Preference: FMCG, Home Appliances/Kitchen Appliances, Consumer Durables.

Subin P Kurian
Regional HR Generalist - South
Bajaj Electricals