Head - Sales - Lighting/LED

Job Responsibilities / Key Result Areas (KRA) :

1. Driving Sales & Regular Goal Reviews

- Develop & execute strategic plan to achieve sales target & expand Dealer/ Distributor Base/ customerbase

- Lead, develop & drive growth strategies and plans to maximize market share in terms of Dealers, Distributors

Network :

- Organize and ensure resources to achieve targets and alignment with Business Plans

- Creative in developing wide network of channel partners/dealers to ensure adequate market reach and capitalize on emerging market opportunities

- Hire and develop of new channel - project partners & management of distribution network.

- Handling demand forecasting & managing inventory, ensuring optimum inventory levels with channel partners to ensure timely deliveries to the customers & maintain viability of channel partner by Return on investment (ROI)

- Review operational records and reports to project sales and determine profitability

- Lead regular review meetings with the team to discuss targeted v/s actual achievement of sales figures

- Oversee regional and local sales managers and their team performance

- Assess marketing potential of new and existing store locations, considering statistics and expenditures

- Prepare & submit budgets for promotions, gifting items, sales promotion plans

- Studying market survey report on end user's need, competitors' commercial & technical product details

2. Administering Sales Schemes & Pricing Strategy

- Launching new schemes each quarter viz. Product Focus, Foreign Tour, Sales Movement & Distributor Specific or Area-wise schemes

- Review Product Pricing strategy and provides suggestion to the Management

- Determine price schedules and discount rates

- Prepare and present product-wise & distributor-wise secondary sales structure

- Studying standards, favorable pricing structure. Evaluate the details, fix the technical specifications & costs.

3. Support in Product Development

- Competition analysis and reporting

- Update customer feedbacks, suggestions & preferences for addition new features to existing range of products in LED

- Suggesting on the new products addition in lighting business

4. Customer Relationship Management

- Monitor customer preferences to determine focus of sales efforts

- Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business

- Confer with potential distributors/ dealers/ customers regarding product needs and advise them on types of products to purchase

- Visit franchised dealers/ distributors to stimulate interest in Products range or expansion of network

- Represent company at trade association meetings to promote products, plan Architects meets, Builders Meet & conferences

- Route customer complaints to the concerned, regarding sales and service, quality & ensure the resolution

- Providing technical support to the Distributors from Team as & when needed

- Closure on customer complaints majorly dealing with faulty material replacements

5. Self and Team Development

- Hire, motivate, train, groom the team and enhance their performance by becoming their coach and mentor and develop them to take additional responsibilities

- Ensure timely appraisal for the team is completed and put a training calendar for the team and ensure the same is implemented within the deadline

- Initiate self-learning by participating in different workshops, seminars to increase industry awareness

- Ensure identification of high potentials and design action plans for succession planning in the department

- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs

- Confer or consult with department heads to plan advertising/branding services and to secure information on equipment and customer specifications