Bajaj Electricals - Area Head - Morphy Richards

Area Head - Morphy Richards, AP/Telangana

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 - AP/Telangana, for our Morphy Richards Division. The person will be responsible for entire Business of Morphy Richards, a Premium Appliances Brand.

Job purpose & Scope :

- To manage Sales, Channel, Stocks, Debtors and After Sales Service pertaining to the assigned territory with the objective of achieving the goals of the organization

Major Areas of Responsibilities :

Achievement of Sales Targets for the territory by :

- Exceeding 100 % of Annual Sales Plan by value

- Exceeding 90 % of Annual Sales Plan by Product Category and thus ensuring that the Company meets its market share objectives.

- Evolve an effective Operation Plan for the territory comprising distributor-wise targets, promotional activity calendar, Reach Expansion Plan, Channel Correction Plan, Resource Plan etc.

- Collect, analyze and disseminate information to field force and HO for Competitor Activities, Market Shares, Channel and Network Management, Pricing, Promotions etc.

- Manage optimization of stocks, debtors and expenses through :

- Maintaining DSO within norms on a monthly level

- Effectively forecast Sales through accuracy of Rolling Sales Plan.

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

- Optimize travel, communication, conveyance and miscellaneous expenses.

- Optimizing output by effective management of the front-line field force by :

- Monitoring Officer-wise performance (weekly / monthly / annual )

- Ensuring adherence of his team to field discipline / reporting norms.

- Eliminating Channel complaints and settling complaints within lead times, as per norms.

- Effectively monitoring, appraising and training all members of the team.

- Implementing and monitoring compliance of a pre-planned customer contact plan for self and team based on territory requirements.

Person Specifications :

Essential Qualification : Any Graduate

Desired Qualification : An MBA/Post graduate Diploma in Sales & Marketing(Preferably from Tier 2 or 3 B-Schools).

Experience : 

- 9+ years of experience in selling through distribution channels, preferably from consumer durable/Appliances/ FMCG/Paints/Tyres/Telecom/Building Materials industries.

- Should have experience in laying out and developing distribution business in multiple locations in entire AP/Telangana(Urban and Rural).

- Looking for Sales oriented professionals, with 2-3 years experience in managing and driving a Sales Team is desired.

Subin P Kurian
Regional HR
Bajaj Electricals Ltd - South