Regional Sales Head - Consumer Durable - North

I. Implementation of Regional Sales Strategy in line with the Groups overall strategy

Converting the business strategies to Annual Sales Plans for the region with a focus on each of the following:

Market Share- Geography wise

Customers

Channels

Product Categories

People Development

II. Business Key Result Areas:

Consistent Topline & Bottomline target achievement for all geographies, brands, categories

Ensuring effective Brand Coverage/ Presence through distribution & placement

Developing & maintaining the Market Share

Channel Development

People Development

III. Operations:

Sales Management

- Effective Sales Forecast, Budgeting & Achievement as per plan

- Sales Plan Preparation Targets, territories, products, sales team

- Sales Team Goal Setting & Target Management

- Channel Development & Management

- Ensuring fair & thorough implementation of the Trade Schemes as planned by the Marketing Team of each SBU & the Sales Head

- Achieving the Product Mix Targets of the region

- Sales Team Building, Development, Sales Reviews & Performance/ Productivity Management

- Customer Relationship Management

- Inventory Management for the region

Business Intelligence & Analytics (External & Internal)

- Internal Business Data Analytics: sales reporting, secondary tracking etc

- External Market & Competitor Information for various decisions Pricing, Trade Schemes, Products, Policies, etc

Policies & SOPs Implementation:

- Sales Process Implementation- From Prospecting to After Sales Service

- Distribution Policies & Channel/ Partner SLAs

- Customer Credit Policies

- Returns Management

- All other policies implemented from time to time

Candidate Specification: Candidate must be a post graduate with at least 12-15 years experience in leading Consumer Durable companies. Candidate must have good analytic skills and must have a proven record in being an effective sales leader with significant achievements.