Regional Sales Manager

Job Responsibilities : (Results Expected)

1. Develop and Manage the Sales network for assigned territory

2. Understand, prepare, and execute sales & marketing plans and sales targets

3. Supervision and People Development

4. Set and Achieve Sales, Growth and Collection Targets

5. Monitor all processes and procedures

Key Job Responsibilities :

1. Territory Planning & Sales Budgets

2. Selection of People

3. Monitoring Performance

4. Team Development/Team Building

5. Devise and executive effective Sale Promo Strategies and Systems

6. Organizing & attending sales promo events

7. Analysis for Data for Decision Making

8. Provide best customer Services

9. Achievement of Efforts and Result Oriented Targets

10. Reporting

11. Contributing to Product Review & Developments

Critical Job Activities below:

Key Responsibilities :

1. Territory Planning & Sales Budgets

A. Arrange to collect, segregate, manage & update customer data

B. Plan Organizational Structure

C. Assign territories to ASMs, TSMs and TSIs adopting a balanced approach considering geography & potential

D. Arrange to prepare coverage plans through Sales Team (yearly, monthly, weekly, daily)

E. Arrange to prepare Sales & growth Targets - customer wise, territory wise, product wise, TSI wise; & Review/approve.

F. Arrange to prepare Customer wise plans of products and offers

G. Expenses Budget Planning

2. Selection of People

A. Select Quality people for ASM & TSM position with prior approval and make sure that proper Induction takes place

B. Ensure timely appointments against vacancies and/or new posts, if any

C. Plan for retention of Quality Sales Team Members

3. Monitoring Performance

A. Define and clearly communicated performance targets

B. Establish two-way communication by viewing performance regularly and give quality feedback

C. Prepare actions plans for deviating from performance norms & implement

4. Team Development/Team Building

A. Develop Sales team through on-the-job training, roll modelling, coaching and apt feedback

B. Address non-performance related issues and initiate appropriate corrective actions

C. Develop team spirit through regular communication and personal example

D. Plan events, meetings and interactions to positively influence morale and motivate team members

E. Implement norms for disciplined work habits and to ensure high standard of integrity & ethical practices with beliefs at eSense

F. Achieve targets of territory (key accounts/Group/CSR/Bulk) assigned to you individually to demonstrate ability to achieve result through effectively managing others

H. Address potential problems and suggest prompt solutions

5. Devise and executive effective Sale Promo Strategies and Systems

A. Train Sales team for Product Knowledge including features, benefits, strategy, systems, service by enhancing your own; conduct activities like mock calls, product quiz, to keep checking improvements

B. Ensure that team uses resources provided to them fully to achieve demo targets

C. Demonstrate products/services to Key decision makers including School Principals, Trustees, Teachers and Students at right time

D. Prepare and execute approved sales strategies/go-to-market plans in regard to coverage, pricing, discounts, supplies, promo events and after sales services

E. Arrange and attend demos/presentations to Key accounts, group of schools (sansthas), Corporate Customers

F. Train Sales team on how to focus on theme (product features & benefits) more than the scheme (pricing & discounts)

G. Instructs subordinates to adequately inform you about the ongoing deals & advise them as required; attend At-Risk customers personally and take corrective actions

H. Ensure that CCEs provide effective and efficient after sales service; actively involving yourself in all the issues pertaining to training needs of customers, technical support, product information, reports & analysis, etc. as and when required by the customer

I. Conduct Customers Satisfaction/User Experience Surveys as per norms through the team

J. Ensure that all the terms and conditions enlisted in the quotations given to customers are fulfilled by sales team and the customer

K. Regularly communicate with customers for payment collections and ensure that payments are collected on time as committed by team members

L. Plan and implement Marketing Relationship strategy

6. Organizing & attending sales promo events

a. Plan sales promotional events like product launch, seminars, workshops, etc. with proper budgets

b. Ensure successful organization of these events

c. Prepare reports and MIS for these reports

7. Analysis for Data for Decision Making

A. Ensure that the team maintains records of following, check/analyse the same, give feedback and take appropriate corrective actions.

i. KYC Data

ii. Quotations

iii. PO

iv. Commissions

v. Invoices

vi. Payment transactions

vii. CNs

viii. Service Requests

ix. Delivery Details

x. Visit Reports

xi. TSI wise weekly, monthly, quarterly, yearly & cumulative sales performance sheets

xii. TSI wise Order Pipeline Charts

xiii. TSI wise Goal sheet reviews

xiv. Expenses under different heads

xv. Plans of TSIs including MJPs

xvi. Various SFAS reports and analysis

B. Take effective measures using reports including above mentioned, to effectively think through a problem through data, reach sound conclusion/decision in time, and implement the decision in time considering short and long term implications in consultation withSales Head

C. Take appropriate actions to keep the data safe

D. Analyse state/regional market trends and discover new opportunities for growth

8. Provide best customer Services

A. Review copies of POs, ensure that norms are followed, and instruct CCEs to take actions on delivery & service part

B. Monitor CCEs regularly to ensure proper onboarding (installation/downloads/teachers' training), provide efficient service to the clients, provide updates, etc.

C. Make sure that sales team and the CCE are on same page when it comes to representing eSense's systems, strategy and service methodologies and executions

D. Report on following to Sales Head adequately & on time

i. all customer queries & requests

ii. escalating pain points of customers

iii. changing needs of customers (schools, teachers, parents, students)

iv. FAQs

v. Innovative ideas to enhance product and services

vi. Training needs & other support required

E. Payment collection related issues and TOPLock

F. Ensure team work to achieve common end objective

9. Achievement of Efforts and Result Oriented Targets

A. Give efforts related targets to entire team and take accountability for the same, that includes, coverage, calling, demo, renewals, new customers, sales value targets, growth targets, collection targets, etc.

B. Achieve & exceed monthly, quarterly and yearly sales targets and share figures/reports with immediate superior

C. Submit KRA-Achievements for the entire team at the end of each Sales Cycle/year to Sales Head for review

10. Reporting

A. Submit your MJP & reports on time as prescribed

B. Ensure live reporting by team in SFAS (close sfas reporting by 6 pm every day)

C. Prepare and submit all reports as advised Sales Head& Back office on time including SFAS reports, Surveys reports, MJP, Expenses Statements & Vouchers, etc.

D. Refer charts and analysis sent by Sales Head and back office for further/corrective actions

E. Respond to text message, emails and IOMs from on time

F. Ensure that team maintains laptops, sales bags, uniforms, etc provided by company for optimum usage and report requirements if any

G. Report local news, events & government circulars pertaining to education and edtech industry

H. Keep vigil while on field and report on competitors' activities, schemes, products, etc.

I. Prepare and submit monthly, Quarterly and Yearly - Budgeted vs Actual Sales and Expenses Charts to the Sales Head

j. Report/Suggest new services/products and innovative sales techniques

11. Contributing to Product Review & Developments

a. Understand customer needs, conduct research and surveys & prepare reports

b. Share consumer and market insights with Product Roadmap, Content and Tech team continuously for changing needs of customers, new developments, trends, etc. in edtech industry

c. Support to Product Roadmap, Content, Tech Team when required for new and existing projects

d. Share innovate ideas for new and existing products

e) Participate in decisions for expansion or acquisition

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