Regional Manager - B2B Sales - Lighting

Designation: : Regional Sales Manager B2B

Division : Lighting

Reporting to : Regional Sales Head

Job Location : Delhi

To meet the Regional B2B Lighting Revenue Targets in the identified lighting segments - Commercial, Industry and Infra (including Solar and HM /Poles ) in line with Annual Budget and monthly S&OP

Key Responsibilities

Sales & Collection

- Achieve Annual Sales, Collection, ROD Budget for PL

- To generate revenue through sales team consisting of Area Sales Managers and Territory Managers, Business Development Executives and Regional KAMs in line with Annual Budget and seasonality

- Order funnel adequacy to meet projected sales targets

Channel

- GTM for each territory covering Trade Partners, Institutions/Industry, EPCs, Contractors, and Govt. Departments

- Maintain and create a Network of channel partners and facilitating / ensuring their performance in line with signed MOUs.

- New channel appointments for deeper market penetration and wider market reach in each geography and segment .

- Network with key End customers with a Top -Down approach (Institutions, Municipal Corporations and Councils, EPCs, Tier1 &2 Contractors, PSUs, Industry, Builders and Specifiers/Influencers)

- Resolve escalated Customer issues

Process

- Planning for the monthly S&OP ensuring the supply chain is aligned with the committed requirements of the market

- 100% Implementation of SFDC - lead, bid and order management, Sales Automation(Dealer portal, SFDC )

- Empower the sales team to take ownership of their funnel of Leads and Bids - Direct Accounts and through Trade Partners

- Assess potential opportunities & risk areas and plan to mitigate them
KAM

- Develop relationships with key decision-makers in target organizations for business development through Regional KAMs

- Manage activities pertaining to negotiating/ finalizing / execution of projects/orders for smooth execution of order processing, sales and collection