Position Title : National sales manager - Channel

Grade / Level : General Manager/ Deputy General Manager

Division / Department : Sales

JOB PURPOSE

This role exists to drive advanced thinking to deliver top-line as well as bottom-line for sales arising from various channels. It needs to wear a strategic hat to take a stock of competitive strengths and opportunities to deploy actions accordingly with long term orientation while achieving short term goals.

ACCOUNTABILITIES

1. Topline - Achieve and exceed Top line for different channels

- Achieve and exceed Top line for different channels : Residential, Commercial, Hospitality, Retail & Distribution for country as per plan

2. Channel expansion strategy and execution - Ensuring country growth plans for next 5 years

- Create channel expansion strategy for 5 years in collaboration with various stakeholders

- Take active part in developing and executing key strategic action plans for sales

- Drive channel expansion execution in collaboration with NSM Geography

- Develop rebate and schemes from time to time to ensure channel wise growth achievement in various product segments

- Tracking competition information and influencing decision making for sales growth

- Executing distribution pilot successfully and replicating it pan-India to create a differentiated channel for competitive advantage

3. Channel wise profitability

- Achieve and exceed channel-wise profitability as per plan

4. Relationship with Channel partners

- Build one to one relationships with top developers and hospitality accounts

- Deploy KeY account management effectively

- Build and develop relationships with key retail channel partners

5. Cater to various channel needs

- Identifying needs of different channels (products, processes, policies, promotions) and improvising offerings by driving cross functional alignment and execution.

6. Future proof sales capability

- Make sales force and channels future ready, driving sales process automation

- Capability building of sales team and channel partners

- Drive continuous improvement in sales processes for enhancing customer centricity and enhancing ease of doing business for delivering customer delight

7. Miscellaneous

- Driving unit shipment channel wise as per plan

- Driving annual planning and quarterly reviews and participating actively in different cross functional forums on behalf of sales team

- Own cross-functional collaboration with other functions, especially marketing

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