National Sales Manager - Consumer Durable

Job Title National Sales Manager Job Code (Request only relevant Candidates to apply)

Department/ BU Location Head Office

Reporting To BU Head

Organizational Description :

- A 80 year old trusted company with a turnover of Rs. 4237 Crores, is a part of the US $ 7 billion (over Rs 30,000 crores) Consumer Durable Gaint

- We have 3 business segments - Engineering & Projects, Consumer Durable and Lighting.

- With 21 branch offices spread across India we are supported by a chain of about 1000 distributors, 4000 authorized dealers, over 4,00,000 retail outlets and over 282 Customer Care centers.

Job purpose & Scope :

- To achieve overall sales and contribution targets

- Build robust distribution infrastructure & sales & distribution strategies

- Prepare sales & distribution plan for the BU for the next 3 years

- Drive flawless execution of sales plans, merchandising & trade marketing programs and activities through sales teams

- Drive organization strategic business agenda

- Develop & execute new product launches

- Execute sales operations & build a highly capable & competent sales team

Major Areas of Responsibilities :

1. Achieve sales & collection targets -

- To achieve the top line & bottom line of the BU.

- To maintain and nurture good business relations with channel partners

- To keep Working Capital within or below the norms.

2. Sales planning

- To prepare & execute BU plan for the next 3 years in consultation with respective vertical head

- To ensure sales of right product mix across branches for better profitability.

- Focus on weak market and make strategies to gain market share.

- To formulate Branchwise strategy to increase counter share and market share.

- To prepare Dealer/ Distributor expansion plan.

- Design & implement merchandising and activation plans

- Prepare Sales forecast & Coordinate with supply chain team to ensure 100% availability of products in time.

3. People Management

- To motivate and guide the team to ensure best output from them.

- Develop & nurture the future leaders

- Keep eye on competitors talents and hire them as and when required

- To provide feedback to team from time to time about their performance, areas of strength and improvement.

4. New Product launch

- Formulate strategies with marketing for new product launch and placement in market.

5. Competitor Analysis -

- To keep track of competitors activities and plan strategies to succeed in market.

- Leverage research & other data to analyze and design sales strategies & tactics

6. Sales administration & Sales Excellence

- Monitor MIS reports on sales/ collection/ CEI/ AM/RM/TSI performance/ Region/District performance/

top dealers performance/ product movement/ overdue & outstanding on a monthly basis

- To generate monthly contact/visit plan for self, Area Managers and Sales Executives based on regional requirements

- To co-ordinate and ensure timely deliveries and execution of orders across the region in conjunction with

Area Managers / Sales Executives

- To design and implement efficient & effective trade programs, in line with budgeted profitability levels, through a well designed and monitored communication process.

- Ensure monthly review with all AM so that a proper feedback system with correction plan is in place and is documented for better results and higher growths

- Ensure quarterly appraisal with all TSI and provide feedback for their development.

- Deploy IT in Sales and build tech enabled sales infra

- Ensure to develop the team for future challenges and upgraded roles and higher responsibilities

- Drive Sales Excellence through building capability, develop training programs and motivation programs

7. To implement TOC in branches.

Person Specifications

Essential Qualification: MBA from a Tier I institute

Experience: :

- 18+ years of experience in selling directly or through channel sales - preferably from consumer durable and or FMCG industry

- Must have worked across West, North & South regions; current national sales head of other company preferred

- Must have managed CSD, institutional channels at least at regional level, Modern retail at national level

- Must have worked in marketing as brand or product manager

Industry Preference: Consumer Durables Industry

Sr. No. Functional Competencies Critical Desirable

1 Analytical Skills Yes

2 Selling skills Yes

3 Forecasting & Planning Yes

4 Business Acumen Yes

5 Marketing Orientation Yes

6 MIS & Strong commercial acumen Yes

Sr. No. Behavioral Competencies Critical Desirable

1 Operational Effectiveness Yes

2 Strategic thinking Yes

3 People management Yes

4 Decision Making Yes

5 Leadership skills Yes

6 Relationship management Yes