Job Title: Zonal Head - Trade Sales, (Consumer Products)

Department/ BU Consumer Products - Trade Sales

Location: South India

Reporting To: Country Head - Trade Sales (Consumer Products)

Organizational Description

Bajaj Electricals Limited (BEL), a 78 year old trusted company with a turnover of Rs. 4611 Crores, is a part of the US $ 7 billion (over Rs 30,000 crores) "Bajaj Group". We have 3 business segments - Engineering & Projects, Consumer Products and Luminaires. With 21 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.

Job Purpose:

Lead the sales effort and build a robust distribution network in the zone.

Major Areas of Responsibilities & Authorities:

Monitoring weekly/ monthly sales targets branch wise/ BU wise and ensure they are met.

To make the above happened develop a robust review mechanism for follow-up

Understanding and track the secondary sales viz-a-viz primary sales trends

Analyzing the stock levels at branches and action there-on

Analyzing and reviewing segment wise/category wise/SKU wise performance of the zone

Ensuring Bajaj World counters are appointed as per SOP's as well as serviced by Local Sales Team on Monthly basis

Focus on seasonal product categories and initiate actions in advance to take the pre-season advantage.

Calendar for RREP Roll outs to be made and reviewed on month on month basis.

Planning of resources and implementation of the twelve week countdown.

Monitoring of SOP adherence and stringent reviews processes to be implemented

Ensuring SOP implementation for dealers/distributors being closed down on account of RREP roll outs

Reviewing no. of distributors being billed as per BPR.

Tracking and reviewing contribution from a product category, understanding of throughput and FLM

Focus on high profitable SKU/Category.

Focus on premium categories to reduce the dependence of low end categories/SKU to increase the profitability

Actions and guidance on branches which are below budgeted throughput nos.

Low contribution product to be eliminated based on sales trends.

Weekly performance monitoring on primary and secondary sales and collections

Weekly monitoring tour plan Vs Actual for TSH/AH/RH

Monthly reviews and meeting with the team on prefixed agenda.

Understand the issues at the branch level and give solutions thereon.

Analyzing category wise branch wise market share for the Zone- actions to increase market share

Identifying top 20 retailers of each market, study their contribution to branch business, initiate action to increase the share from the counter

Study competition pricing and give timely feedback to the marketing team for necessary action

Initiate action on slow moving and non-moving inventory lying at branches on monthly basis

Make liquidation plan in consultation with marketing team.

More than 6 months old inventory should reduce every quarter by 10% over opening inventory in that quarter.

Weekly monitoring of overdue outstanding( 0 outstanding - 60-180days)

Monthly review of movement of slow and legal cases Greater than 360 days

Nil outstanding beyond 60 to 180 days

Ensuring that budgeted head count is not exceeded.

Succession planning at every level.

Proper induction of new team member.

Person Specifications:

Essential Qualification: Any graduate

Desired Qualification: MBA / Post Graduate Degree in Management preferred

Experience: 15 to 20 years of B2C channels sales experience.

Industry Preference: FMCD /FMCG/ Consumer Durables

Subin P Kurian
Regional HR - South
Bajaj Electricals Ltd.

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