Bajaj Electricals - Area Head - Institutional Sales

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".

- We have six strategic business units Engineering & Projects, Appliances, Fans, Luminaires, Lighting and Morphy Richards.

- 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 this opening for an Area Head - Institutional Sales in Bangalore.

Job purpose & Scope: To manage & develop key accounts and generate revenue

Major Areas of Responsibilities

1. Area Head (following activities are required) :

- Serve as one point contact for all Institution Accounts for the respective Area.

- Regular meeting with Key Accounts to ensure the regular billing

- Ensure quarterly liquidation of dead stock/slow moving stocks.

- Stock planning through 60 day rolling SKU wise sales plan of which 30 days should be firm plan with 85% accuracy SKU wise.

- Ensure that the team below him shall do requisite Daily fresh calls and submit the details with Head Institution on daily basis.

- Coordination with the Supply Chain for arranging supplies for ALL INDIA for their respective PO.

- Ensure timely payment collection and resolving all operational issues in conjunction with HO commercial team.

2. Sales Management

- Manage existing accounts and develop new accounts.

- Ensure 70% of regional sales team qualifies for 110 per center club.

- Exceed 100 % of annual sales plan by value and by product category and thus ensuring that the company meets its market share objectives.

- Effectively forecast sales through accurate rolling sales plan.

- Ensure timely collection of payments.

- Ensure proper replenishment of stock.

- Ensuring 100% collections as per the collection norms and with a minimum CEI of 70%

- Maintain profitability of the product as per budget.

3. Competitor analysis

- Collect, analyze and disseminate information to field force and HO for competitor activities,

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

4. Monitoring

- Manage optimization of stock, avoid obsolescence/ slow moving and defectives stocks.

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

- Managing & monitoring efficiency, New account wise, TSI wise, and take adequate steps to increase the productivity.

- Daily/ weekly reporting of TSI for sales achievement, increase in productivity,

- Manage financials.

- Manage ROI and CAP for the region and each branch.

- Ensure timely collections as per budgeted terms.

- Optimize travel, communication, conveyance and miscellaneous expenses.

Essential Qualification: Any Graduate

Desired Qualification: A Post Graduate in Sales & Marketing

Experience: 10 - 15 years of experience in Institutional Sales/Corporate Sales/B2B Sales preferably from consumer durable and FMCG industry

Industry Preference: Consumer Durables, FMCG, Small appliances

Subin P Kurian
Regional HR - South
Bajaj Electricals Ltd.