National Head - Institutional Sales - FMCD

Role- National Institutional Sales Head- FMCD

Reports to - Head Sales

ESSENTIAL DUTIES AND RESPONSIBILITIES

1. Planning

- Owns the development of channel strategy, including price, product and volume mix, and business growth plan for
existing/new accounts

- Owns development of monthly demand for the channel

- Leverages sales analytics and business intelligence to identify channel trends and design channel strategy

- Drive sales target-setting for field sales and conducts periodic reviews

- Leads and reviews channel sales force productivity to meet value, volume targets

- Manages channel budget

2. Sales Activation

- Manage BTL initiative selection

- Manages deployment of TPI and incentives to field staff

3. Trade Partner Management

- Owns channel sales funnel and manages the conversion of difficult accounts serves as needed

- Serves as senior point of contact for key channel partners

- Leads representation in industry events to support business development as required.

4. Operations

- Oversees all logistics for the channel

- Owns general administration for channel

Requirements :

MBA with 12+ years of experience in Institutional Sales- govt institutions and Key Accounts

From FMCD, and lighting companies.