Manager - Zonal Sales - FMCG

Manager Zonal Sales- Global Product Development Firm- Hyderabad/Chennai/Mumbai

We have 3 critical positions at Leading product Development organization at following location :-

Mandatory pointers :

Zonal Manager- Hyderabad- This is for SMB business IC role

Zonal Manager- Chennai- This is for SMB business IC role

Zonal Manager- Mumbai- This is for Commercial Enterprise Business. People manager role

JD :

Critical Competencies :

Business Management :

- Strategic Planning Translate business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of control.

- Aligns area-of-control account and market opportunities with upstream strategic plans and metrics Sets sales priorities and establishing these as the focus of individual or sales team activities

- Execution Actively manages business plans to meet revenue goals/quotes and advance the business interests. Determines if an opportunity is profitable for the company

- Forecast/Budget Control Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups

- Pipeline Management Builds, monitors and orchestrates sales pipelines to ensure continuous population of near- and long-term opportunities Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for .

- Operations Building/Improvement Continuously monitors, troubleshoots and help improve area-of-control operations to ensure alignment with .s business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force

Sales Development :

- Resource Allocation Collaborates across. Within the field to access, facilitate and direct the use of resources needed for effective selling

- Sales Facilitation Applies influence and organizational savvy to advances sales opportunities externally, with clients, and internally within Establishes account presence and extends the customers account penetration to executive levels; Accompanies sales reps on calls to demonstrate and model effective selling skills

- Strategic Account Leadership Actively drives key enterprise and strategic account activities promotes vision and models executive relationship building practices to build enduring partnerships and account share/penetration for .

Customer Face-Time :

- Proactively develops and nurtures solid CxO-level relationships in key accounts as a basis for expanding .s business-partnering presence

- Helps Solidify an enduring partnership with key accounts through active monitoring of customer satisfaction, speedy problem resolution, and engaging . leadership from time to time to drive initiatives or solutions

Strategic Thinking and long term Planning :

Growth Plans : Develops and drives Growth plans for the region aligned to company's strategic priorities and Growth initiatives.

Long term Planning : Works with others to create mechanisms that shift the focus from low hanging, immediate wins to building and developing large deals/wins for long term growth.

- Understands industry drivers and the customer base better to bridge . solutions with account-relevant problems and opportunities

- Builds stronger internal relationships with other groups to ensure seamless selling of total . solutions and to establish clear expectations for resource alignment and support develop effective counter-measures and messages

- Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline

Sales Team/Individual Coaching :

- Provides Coaching and Mentoring to team members and help them build drive individual growth.

- Reviews and provides counseling on Accounts/Teams/Opportunities

- Leverages personal sales experience to help the team to effectively participate in pursuit planning for key accounts.

- Strengthens the alignment of account-team activities and priorities with managements business mission and goals

- Assesses account teams for strengths/challenges and ensures that the team capitalizes on individual strengths, while compensating for individual challenges

- Ensures that sales reps are trained on corporate tools and systems to ensure efficient use of time, better data collation, and elimination of the management by spreadsheet cycle

- Vertical Industry Acumen Develops and exercises a deep understanding of business dynamics within area of control, as a basis for informed business decision making

- Solution Selling Approaches selling from a business solution perspective to ensure that . products and services accurately address the customer/clients true business need in terms of type, scope, level.

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