Principal Consultant at Aniaaz Consulting Private Limited
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Regional Sales Head - Chemicals - IIT/IIM (6-8 yrs)
Regional Sale Head - Tier 1 B-School Only
Job Purpose : Responsible for planning, implementing and directing the sales activities of the company in a designated area to achieve sales objectives
Key Responsibilities :
- To achieve the primary and secondary targets.
- Set individual sales targets with sales team, delegate responsibility for customer accounts to sales personnel and co-ordinate sales action plans for individual sales people
- Recommend resource reallocations to continuously achieve and exceed target productivity and to ensure that sales in the area of responsibility as per the forecast for the BU are achieved / exceeded
- Monitor the achievement of sales objectives by the sales team and liaise with other company functions to ensure achievement of sales objectives
- To ensure distribution and productivity objective are met in the respective areas
- Sales Development through new accounts, new territories and additional products-Contribute to the Sales growth target by continuously identifying and creating new sales opportunities
- Provide necessary support by working together with the sales team in key and challenging accounts
- Coordinate with subordinates to ensure long term growth & retention of the new sales opportunities created
- To maintain healthy relationships with super stockiest and sub stockiest and motivate them to increase sales
- To ensure 100% market coverage by monitoring the sales force movement tracking
- To generate timely sales reports, monitor the reports and analyze the same
- Intra-company coordination with SCM team on inventory management
- Promote processes to improve coordination between sales team and marketing / support functions and also between the sales and the technical team
- To ensure the teams are functionally trained regularly, identify the best talents in the team and work on grooming them to the next level
- To work with the marketing and give regular consumer/customer feedback on products and also any new product ideas from the market
Functional Competencies :
- Sales Targets Identify markets, set targets, for products and SKUs ensure sufficient quantity of goods with dealer/stockiest, track and monitor progress, plan strategy for slow moving stock, provide quantity requirements on special promotions, co ordinate, monitor and provide feedback
- Expanding distribution - Analyze market condition, judge market potential, set outlet expansion targets, select and appoint distributors prepare weekly and monthly reports, push sales through higher market penetration
- Collections - Communicate to and ensure collection norms, monitor and track collections, take action on pending outstanding, solve issues and co ordinate with the concerned
- Inventory Monitoring - Manage and monitor inventory regularly, ensure equitable distribution and availability of stock across assigned sales territory
- Resource Management - Review operations on regular basis in activities like distribution sales promotion POS, travel, damages and all financial and people resources that have been allocated
Expected Behaviors :
- Envisioning, Strategic & Creative thinking
- Business Acumen
- Ownership
- Can Do Attitude
- Collaborating for Results
- Execution Excellence
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