Regional HR Generalist at Bajaj Electricals
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Bajaj Electricals - Area Manager - Luminaires (7-14 yrs)
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 Manager - LuminaIres, Bangalore
This is a Project Sales role for Luminares Projects in IT, Hospitality kind of emerging sectors and interacting with consultants, architects etc for obtaining new projects. Preferably looking for candidates with Project sales experience into the mentioned industries. Channel Sales experience can be considered for good candidates, who are willing to move into project Sales.
Job purpose & Scope Purpose: Lead area (or district), formulate Business Plan Document with strategy and action 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
1. 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
2. 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.
Focus on key segments like IT/ITeS/BFSI/Hospitality/Healthcare/Education and identify space addition.
3. 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
4. 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
5. Market Mapping / Competitor Analysis :
Potential mapping of key customers segment-wise and monitor SOW 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.
6. Optimizing output by effective management of the frontlines 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
7. Manage financials : Manage debt - turnover ratio
Optimize travel, communication, conveyance & miscellaneous expenses. 8. 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: 6+ years of experience in selling through direct or indirect channel sales - preferably from Luminaries / MWS related products
This is a Project Sales role for Luminaries Projects in IT, Hospitality kind of emerging sectors and interacting with consultants, architects etc for obtaining new projects. Preferably looking for candidates with Project sales experience into the mentioned industries. Channel Sales experience can be considered for good candidates, who are willing to move into project Sales.
Industry Preference : Consumer Durables, Lighting, Luminaires
Subin P Kurian
HR - Bajaj Electricals
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