Bajaj Electricals - Regional Head - South - Sales

Bajaj Electricals Limited (BEL), a 80 year old trusted company with a turnover of Rs. 4716 Crores, is a part of the "Bajaj Group".We have 3 business segments - Transmission & Distribution, Consumer Products and Illumination. With 18 branch offices spread across India we are supported by a chain of approximately 1500 distributors, 750 authorized dealers, over 1,80,000 retail outlets and over 480 Consumer Care Centres .

Regional Head - South Sales Funnel

Job purpose & Scope

To maximize the revenue base by focusing on having an ever-increasing order booking rate from each of the sales funnel. Ensure to direct & control the regional sales force for assigned geographical area to achieve agreed revenue. Responsible to formulate the strategies for achieving business goals, increasing revenues, establishing networks, streamlining process flow, nurture sales team, monitor sales process & implement remedial measures periodically.

Major Areas of Responsibilities & Authorities

- Responsible for both day-to-day sales performance of the associated funnels and the maintenance of the organization's competitive advantage.

- Actively work upon improving the quality of selling interactions of funnel managers by conducting regular coaching sessions, role playing exercises, joint calls and call reviews.

- Actively work with each sales funnel manager reviewing team performance in aggregate (Order Booking Trends, Calls/Visit Volumes) and deep diving into late stage and stagnant opportunities - helping salespeople advance the opportunity to the next stage in the workflow

- Engage with Inside Sales & BD Head in developing plans for working on new offers and improving the present market offers basis feedback from sales meetings.

- Ensuring process integrity by managing Sales funnel managers to comply with the sales process

- Work on developing the skills matrix of the Sales team; identifying the skills gaps; developing training schedule plans for closing those gaps and feedback mechanism for evaluating the same

- Schedule and participate in daily one-to-one meetings with funnel managers to review, and to provide technical help, & expediting tactics, for late stage enquiries to enable their closure and for stagnant enquiries to enable their advancement to the next stage in the workflow

- Ensuring that S-FM validates product/services offered by competition for an enquiry vis-- -vis the criteria established by business for any price reduction request

- Monitor funnels planned and executed load to take actions for arresting any issues compromising funnel reach or to take expediting actions with BD and Inside Sales Head for increasing enquiry inflow

- Conduct periodic diagnostic reviews for the funnels to identify POOGI actions and develop policies towards meeting the objective

- Every new market offer should be role played with the team so people get the feel of it, know the product/service they are selling, and are comfortable overcoming objections.

- Responsible for nurturing & developing sales team (selection, appointment and training)

- Provide general administrative duties and Sales support

- Ensuring that necessary on-field support is provided by S-FM to Inside Sales Supervisor for execution of POOGI actions in re-activating the non-responsive customers

Person Specifications

Essential Qualification: Degree Engineering

Desired Qualification: Degree Engineering + MBA

Preferred Experience: 12-17 yrs

Industry Preference: Engineering, Lighting

Subin P Kurian
Regional HR - South
Bajaj Electricals Ltd.