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, Luminaries, 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.
Area Head - Luminaires Sales
Location : South India(Bangalore & Chennai)
Job purpose & Scope :
Purpose : Lead area (or district), formulate Sales and Collection plan for assigned territory or products.
Scope: Develop sales forecast, budget and manpower plans, supervise and train dealers and/or sales force to achieve sales targets, pursue key prospects, negotiate and achieve appropriate sales volumes.
Major Areas of Responsibilities
Leadership Role :
- Leading by example.
- Identify & recruitment of right people that meet the norms.
- Engage in periodic reviews of team members resulting in desired outputs.
- Ensure that Ethics & Integrity, value systems & the organization culture is maintained
- Ensure regular sales calls as documented & defined
- Organize promotional events
Planning for Sales :
- To plan & develop sales forecast, budget and manpower plans for current & untapped market.
- Making an operational plan - TSI wise customer wise sales targets, potential mapping based on space addition, promotional activity calendar, network expansion plan, channel correction plan, resource plan etc.
To Achieve Sales & Collection Target :
- Ensuring that the company meets its market share objectives by exceeding the sales target by 100%
- Monitoring of the sales collection, contribution, outstanding and control on inventory on regular basis & ensure that the working capital is been deployed within the norms.
- Monitor the Billing Process - Product Category V/s Value wise on regular basis.
- Monitor the top 20 dealers / club dealers and roll out sales plans to achieve the sales target.
- Ensure profitability by focusing on the products which are giving high margins.
- Ensuring timely liquidation of defective / slow moving / discontinues products.
- Design Secondary Scheme for better secondary sales.
- Regular follow up with the Supply Chain department for supply of materials on time
- Godown/Warehouse visit on a fortnightly basis
- Regular visits to users, contractors & consultants to explore business opportunities
- Ensure brand approvals with key specifiers and customers wherever required
Channel Management :
- Nurture & guide the TSI's by developing existing network of dealers
- Periodic visits to channel partners.
- Develop new dealers in unrepresented & under-represented areas through scientific process of territory mapping.
- Keep track of overdue bills receivables from dealers & track their payment habits
- Working closely on enquiries generated leading to convenience of sales
- Ensure stock is maintained as prescribed
- To maintain price parity & reduce conflicts on price
- Ensure periodic settlement of claims
Market Mapping / Competitor Analysis :
- For competitor activities, its market shares, channel and network management, pricing & promotion activities which will help us in planning the strategy for expansion, new vendor development, new product etc.
- Optimizing output by effective management of the front-lines field force by :
- Monitoring the TSI performance periodically, mentor and motivate them in increasing the productivity and taking more responsibilities.
- Ensuring adherence of his team to said discipline / reporting norms
- Eliminating the channels conflict and settling them within lead times, as per the norms.
- Effectively monitoring & appraising the performance and train them
- Maintaining and updating the pre - planned customer contact plan on territory requirements.
- Frequent reviews of customer interaction & customs
Manage financials : Manage debt - turnover ratio
- Optimize travel, communication, conveyance & miscellaneous expenses. 8. After collection, coordinate for payments with BEL- HO & BSSM for RTGS.
- After collection, coordinate for payments with BEL- HO & BSSM for RTGS.
Person Specifications :
Essential Qualification : B.E / B.TECH
Desired Qualification : MBA / Post Graduate Degree
Experience : 9+ years of experience in selling through direct or indirect channel sales - preferably from Luminaries / Lighting industry and experience in handling a team for driving sales achievement.
Industry Preference : Lighting, Luminaires, Electrical Products
Subin P Kurian
Regional HR - South
Bajaj Electricals Ltd.
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