Bajaj Electricals - Regional Manager - Rural Business

Regional Manager - Rural Sales

Job purpose & Scope

To achieve secondary sales objectives by driving key RREP metrics namely, retailers billed on PJP, Share of Wallet, Races, RBP enrollments, people management right from DSO level upwards till Area Heads .Ensuring that Buy Ins and Roll Outs happen on time. Managing inventory & operating within financial guidelines is an important pre-requisite.

Major Areas of Responsibilities

Sales & Distribution

- Shortlisting potential RREP distributors in the market as per 4 'I's principle

- Ensuring strict implementation of SOPs pre & post RREP Roll Out

- Inventory planning for both Seasonal & Non Seasonal SKUs as per calendar

- Growth in secondary sales across product categories as per budgets in a phased manner

- Increase in retailers billed month on month as per market-mapped opportunity.

- Ensure Increase in DSOs productivity every month

- Holding periodic review meetings with team and time bound actions emanating from these meetings

- Ensure profitability by focusing on the products with high margins based on RREP guidelines.

- Ensuring placement of new products as per commercialization strategy

- Sustain growth through SSSG 'Same Stores Sales Growth'

- Enhancing rural reach as per BU guidelines

- Ensure sustained improvement in market shares YOY BU wise

- Higher Price realization ( ASP ) & better product mix to enhance profitability

Base Camp Tasks :

- Ensure tasks assigned by base camp is completed by the team within defined guidelines

Bajaj Electricals Limited

Working Capital Management :

- Ensure ROI of channel partners as per defined norms

- No Distributor account should be on Lock for more than 3 days. .

- Ensure all channel partners avail Channel Finance facility

- Review the overdue outstanding and ensure timely collections

- Settlement of Distributors claims on time and take no claim letter from them every quarter

- Control on both BPR based stocks & MTO based stocks lying at the earmarked Branch Warehouse
Retailer Bonding Program (RBP) Sustenance & Growth

- Empanelment of Retailers under RBP as per budgeted norms

- To get frequency & range enhancement through RBP as per defined guidelines

- After Sales Service - Acting as an escalation point & to co-ordinate with Customer Care team every month to resolve the pending after sales issues

BTL Activity - Propose Area wise, Distributor wise BTL activity to Trade Marketing Team as per market requirements

Person Specifications :

- Essential Qualification: MBA / Post Graduate Degree

- Desired Qualification: MBA with an Engineering Background

- Experience: : 12-15 years of experience in selling directly or through channel sales - preferably from consumer durable and or FMCG industry

- Industry Preference: Consumer Durables Industry/Appliances/FMCG/Telecom