Bajaj Electricals - Territory Head - Institutional/Corporate Sales

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 Territory Head - Institutional sales in Hyderabad.

Job purpose & Scope

To achieve secondary and tertiary sales targets Major Areas of Responsibilities

1. Sales Management

- Ensure Month wise Turnover Targets are achieved for Product wise/Segment wise (INSTITUTION)/Branch wise.

- Focus on agreed KPI/product mix - Prepare & execute regular sales plan for each Segment and prepare accurate monthly sales forecast.

- Execution of the Promotion activity designed by the AM in the stores.

- Ensure better Brand visibility at Institutions for brand/product promotion activities.

- Ensure to maintain minimum 90% fill rate MFR wise/SKU wise. For Promotional SKU's fill rate to be 100%.

- Indent follow up and communication to respective AM for generating local PO.

- Ensuring 100% collections as per the collection norms and with a minimum CEI of 70%

2. Competitor Analysis

- Collect, analyze and disseminate information to Area Manager/Regional Manager & HO for competitor activities, segment wise market share, segment wise sales value, Product wise/ Demonstrator wise.

- Ensure to give Demonstrator wise productivity analysis, new scheme run by competitors, and pricing, new product launches etc.

- Essential Qualification: Any Graduate

- Desired Qualification: An MBA in Marketing/Post graduate diploma in sales & marketing or retail management is preferred.

Experience: 2 -7 years of experience in Institutional Sales or Corporate sales - preferably from consumer durable and FMCG industry. Candidates from other industries (Preferably from Products sales) with institutional sales or corporate sales experience can also apply.

Subin P Kurian
Regional HR - South
Bajaj Electricals Ltd.