Director - Sales - Consumer Durable/Electrical & Electronics Products

Brief About Role :

The Sales Director is an all-round Business Leader, responsible for driving sales and achieving results as per the business plan. The goal of this position is to develop an evolving multi format modern retail channel eco-system, build around Brick & Click, Value Added Resellers, LFR, Franchisee & Online play in order to drive profitable above-market sales growth by implementing competitive sales strategies and driving a strong sales operating process. In addition the role demands for an individual who can drive a culture of project opportunity pipeline management and nurturing, in order to help sales team increase win rate. The position is expected to lead and elevate customer engagement and build profitable business relations needed for sustainable growth.

The Sales Director is responsible for driving growth across the assigned portfolio of products for the India region (India, Nepal, Sri Lanka and Bangladesh).

This role will need to accurately assess potential opportunities, allocate resources necessary for driving growth initiatives and to assess and mitigate potential barriers by leveraging cross functional teams to aid the sales teams exceed Annual Operative Plan Achievement

Key Responsibilities :

Sales Management :

- Provide leadership to the Sales team for achieving sales targets and gross margin targets across the assigned product portfolio of Honeywell Homes.

- Responsible for developing the correct sales behavior in the organization by driving a strong sales MOS, through SFDC and other tools, with a strong discipline to achieve business goals (Opportunity Pipeline, Order Booking, Revenue, Collections, Win Loss ratio etc) every month.

- Drive Sales Productivity improvement initiatives through deployment of Sales Force Deployment, CRM (SFDC/SMS) adaptation, Channel & Customer Segmentation strategies in co-ordination with Strategic Marketing and Commercial Excellence teams.

- Co-Ordinate with Customer Marketing and Specification teams to Drive orchestrated demand generation initiatives and Lead the engagement with key customers and influencers like consultants, end users and channel partners.

- Manage and strengthen relationships with sales channels (System Integrators and Distributors) to drive sales growth, proactively resolve conflicts if any and own the success of Partnerconnect program.

- Responsible for driving higher customer satisfaction across the various customer segments

- Establishes sales objectives by forecasting and developing annual sales targets for regions and Cities;

- Projecting expected sales volume and profit for existing and new products.

- Ensuring a healthy cash flow by taking informed sales decisions and calculated risks to grow business without jeopardizing Stakeholder's interests.

People Management :

- Build strong trust-based relationships with managers in the team and with peers in other functions.

- Mentor and develop strong sales leaders in the team by being their mentor.

- Recruit and manage high performance team of Sales leaders.

- Work closely with the leadership team to review/ modify allocation of resources to drive for high performance, lower attrition, improve people productivity and create sustained depth in leadership across each team.

- Interact with HR and its different centres of excellence (ODL, Training, Staffing, etc) to learn, implement and share best practices.

- Drive the development plan of all top talents through individual development plans, mentoring and conducting skip level meetings

Key attributes of successful candidates will include:

Previous Work Experience

- 15+ years of total experience of which 10 years of Sales Leader experience; managing a high performing sales team with proven track record of high growth and profit/margin expansion; whilst being part of a business leadership team for at least 2 years will ensure the candidate has the right credentials to take on this responsibility.

- Proven experience in driving different sales models - Multi-Format Channel-Distributor led sales management, Large Format Retail chain management, Distribution - Retailer led business, Third party sales and in-store retail, Online sales; all of which primarily in a Business to Customer product environment managing a complete fully engaged business model with a variety of products sales ranging from long cycle to short sales cycle.

- Proven experience in working closely with a peer group comprising of cross function leaders in Customer Marketing, Finance, Customer Service, Technical Service, Supply chain and logistics experience; with ability to cohesively work together with an integrative approach to meet goals.

- Developed a business opportunity as a start-up or ensured high growth of sales to expand presence across a high growth market faster than the industry and ensured a high share of demand.

- Preferred prior work experience/ exposure Homes priority verticals - Consumer Durable, Electrical & Electronics, etc.

- Demonstrated ability to develop a long term Strategic business plan; demonstrated capability to execute in line with plan, influence or directly manage resources and investment across multiple functions.

- Experience in working with business leader, strategic marketing teams to develop a long term Strategic business plan; demonstrated capability to execute in line with plan, influence or directly manage resources and investments.

Preferred Personality & Behavioral Traits

- Must be a passionate, professional, motivated quick learner who is comfortable working in a fast paced environment.

- Strong business acumen, leadership, and strategic program execution skills, process driven with strong analytical mindset.

- Excellent written and oral communication skills as it relates to disseminating and gathering information to staff and management and marketing to prospective clients or business partners.

- Strong analytical problem solving ability; rigorous and resourceful with a pragmatic approach - applying 80-20 rule and coming up with directionally sound logic to navigate through limited data situations.

- Ability to assume ownership and responsibility for complete operations and manage multiple tasks simultaneously in a dynamic, fast-paced environment.

- Flexibility in terms of dealing with changing priorities and dealing with multiple projects simultaneously.

- Strong interpersonal, teamwork and problem-solving skills in order to deal with customers, business partners, staff and management from a variety of skill levels as well as different authority levels within the organization and customer's organizations.

- Ability to assimilate complex ideas and detailed information into elegant, written, spoken and visual communications.

- Willing to Travel - 50%

Qualifications:

- Undergraduate degree in Business or Engineering with MBA from a Tier 1 or 2 Only Business School preferred.