Nasaka Water Purifiers - National Sales Head

Job Description

Job Title : Country Sales Head

Department : Country Sales

Functional Line : Sales and Marketing

Reports to : Sales and Marketing head

Designation :

Version : 1

Life of a Country Head

Country Sales Head leads the national sales team and is responsible for overall performance of channel sales, institutional sales and modern and retail sales in India. As part of the role, he will formulate sales expansion strategies and direct the business heads to achieve revenue and profitability targets within the stipulated time period in order to achieve Nasaka vision

Your credentials

- MBA in Marketing/Sales with relevant working experience of 12-14 years

- Preferred field: FMCG, Consumer Goods

What you bring on the table

- Sound track record of leadership and decision making role

- Strong interpersonal communication skills to develop healthy, professional relationships with the clients and vendors

- Excellent negotiation skills

- Able to work in a target oriented work environment

- Able to prioritize work based on the given deadlines

- Excellent time management and organization skills

- Working knowledge of MS Office (MS Excel, MS PowerPoint, and MS Word etc.)

What's on your plate

Expansion and Strategy formulation:

Enable

- Explore potential business avenues in Indian market to penetrate new accounts and expand existing clientele

- Ensure preparation of sales forecast & coordinate with Operations head to ensure 100% availability of products at all times

- Responsible for managing the domestic sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed topline and bottom-line targets, and promoting the organization's presence throughout India

- Ensure leveraging of research & other data to analyze and design sales strategies & tactics

- Ensure formulation and continuous review of long term sales strategy and short term sales plan for the domestic market

Review

- Monitor and track the domestic sales operations to ensure its alignment with the strategy/plan and to take immediate action in case of large deviations

- Oversee design and implementation of efficient & effective trade programs along with marketing team, in line with budgeted profitability levels, through a well-designed and monitored communication process

- Perform monthly review of all reports so that a proper feedback system with correction plan is in place and is documented for better results and higher growth

- Monitor the sales performance on a regular basis to evaluate the topline and bottom-line performance as per the targets and provide action based suggestions to ensure goal achievement

Operational Delivery

Enable

- Maintain and nurture good business relations with channel partners

- Co-ordinate and ensure timely deliveries and execution of orders across all the region in conjunction with Regional Business Managers of local, regional and national market forces impacting product sales

- Ensure competent and planned execution of various activities across zone with the team leading to a strong Indian market presence

- Ensure high degree of customers satisfaction by providing best in class and quality products

Review

- Measure the performance of respective teams with regard to the set evaluation parameters

- Keep track of competitor's activities and plan strategies to succeed in market

- Review account specific business plans developed by each sales representative in Indian market region that reflect an in-depth understanding

Leadership :

- Lead continuous engagement with employees for creating awareness of sales initiatives, programs and policies

- Actively manages the growth and development of team members based on their needs, experience, motivation and business requirements

- Develop & nurture future leaders

- Provide feedback to team from time to time about their performance, areas of strength and improvement

- Ensure team development for future challenges, upgraded roles and higher responsibilities

Relationship Management:

- Initiate, develop, and maintain strategic relationship with key customers/distributors and institutions

- Establishes and maintains relationships with Electrical Industry influencers and key strategic partners across India

Additional Responsibilities:

- Work closely with Sales and marketing head to assist in the development of marketing plans, targeting strategies, incentive plans etc.

- Ensure that all sales representative activities are in accordance with the guidelines of the code of conduct of India

- Ensure that the all the sales and marketing activities are carried out within the agreed budgets, volume, sales, and within the given time scales

Work Environment

- A transparent and open work culture with impetus on communication

- Focus on team spirit and learning based on collaboration with peers, seniors and other counterparts

- Highly competitive work set-up with healthy rewards and recognition for hard working and quality focused individuals

- Highly motivated to travel in the assigned area of business and collaborate extensively with key stakeholders

Key Competencies Required:

Competencies Level:

Sales Planning Mastery

Business Development Mastery

Target Achievement Mastery

Customer Management Mastery

EBITDA Improvement Mastery

Analytics Skill

Human Resource Management Skill

Success Factors

Serial No. KPI Description Parameter

1 Country sales (%) Total country sales achieved as a percentage of budgeted country sales Efficiency

2 Gross margin (%)

Country sales gross margin as a percentage of Total country sales Efficiency