Director - Sales - Paints/Lubricants/Tyre/Building Materials

Director- Sales

Brief Role Dimensions:

1. Evolve a strategic plan for sales : Will take charge of the current business operations with 200+ team in sales except TN and secure insights into the market coverage, sales and distribution strategy and customer satisfaction levels. He/She will be solely responsible for the top line & desired net contribution earning (NCE). He/She has to articulate the strategic plan for all India Sales with clear indication on market segments, product portfolio, pricing strategy and investments in terms of people and infrastructure. This strategic plan should form a blue-print for the company to function for the next 3-5 years.

2. Deliver revenue numbers: He / She has to drive clarity about the zonal and sub-zonal revenue targets with bench marked cost structure. Should develop monitoring system to keep optimum credit risk in the market. He / She should set up a system to assess the performance of individual units in each of the zones and make all out efforts in motivating the team to achieve the targets. He / She should provide corrective guidance to achieve the targets on a monthly, quarterly and annual basis.

3. Build capabilities: The incumbent should have one eye on the demand side and one eye on the ability to service the demand. The objective should be to service every market need in an effective manner. The incumbent should build the requisite capability in the team in the sales organization and distribution infrastructure.

4. Management of key dealer relationships: sales route is through the dealer channels. Local dealers serve as sources of market information and intelligence. In order to tap the full potential of such dealers, the incumbent must forge extremely close ties with them and integrate them into its critical business systems.

5. Marketing: The incumbent will coordinate with the Marketing department to achieve top line market share and achieve revenue and brand objectives. He/She will contribute to effective and accurate customer research, market research, and competitor data and apply this information to increase market share. He/She will establish and maintain healthy customer relationships in terms of business promotion. Ensure execution and results delivery of all BTL activities.

Ideal Candidate:

20+ yrs. in the Sales, Currently heading the Sales department preferably from Paints/Lubricants/Tyre/building materials industries. A minimum of 5-7 years of functional head experience is desired.

- Detailed knowledge of commercial Retail Market along with a significant exposure to selling through dealer - distribution network

- Strong knowledge in consumer behaviour / consumer research to form strategies.

- Should have exposure to marketing initiatives - ATL and BTL

- Should have demonstrated growth in revenue performance over a recent time-frame.

Qual: Graduate/Engineer + MBA .