Head - Sales Operations - Building Material Firm

National Level Role

Candidate who is handling PAN India Operations/ Minimum of 2 Region will be suitable for this role.

Sales Forecasting & Planning

1. Assist the Director Sales & Marketing in devising an optimum sales strategy by performing sales area mapping, customer mapping, sales analysis by Regions and individuals etc.

2. Oversee the sales forecasting, planning and budgeting process and ensure that data is collected from the different regional managers on a timely basis for analysis and forecasting, with high levels of quality and accuracy

3. Define and implement robust information management systems for sales data recording and processing

4. Assists sales force managers at the zonal / regional level to ensure equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources

Sales Process Optimization / Training

1. Proactively identify opportunities for sales process improvement, work closely with sales management to inspect sales process quality. Assist sales management in understanding process bottlenecks and inconsistencies and provide recommendations for improvement

2. Define and implement / improve existing enabling technologies such as CRM, SFDC etc.

3. Devise training programmes in coordination with HR for sales force based on needs analysis and individual reports gathered from different regions to ensure that the sales force remains updated on new products / new selling strategies

4. Provide research based recommendation to senior management on sales organization structuring, design and administration of sales incentive programs

Customer Care

1. Oversee the customer care operations and ensure critical cases are highlighted to management on a timely basis for further action

2. Review customer care reports on a regular basis to analyse and understand recurring issues and provide recommendations to senior management for resolution

3. Oversee and review SFDC reports periodically to ensure that promotional activities are carried out as per the plan and sales force productivity is maintained as per desired levels

4. Review the enquiries received on a periodic basis and provide recommendations to management on customer interests / demands