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 : Bangalore

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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