Regional Sales Manager - Eyewear Industry

JOB DESCRIPTION:

Position : Sales Manager / Regional Sales Manager

Department : Sales

Location : Delhi

Reports to : Head Sales Whole Sales

Reported by : Sales Officers

ROLE OBJECTIVE:

As Regional Manager Sales, the incumbent:

- Assumes overall responsibility for achieving 100 % sales targets both in terms of volumes and revenue within the area/territory.

- Assists in formulating selling costs, sales targets, strategies, sales organization development, distributors satisfaction management.

- Executes all sales initiatives and sales operations in the area/territory

- Ensures timely receivables from customers.

- Assists in accurate forecasting of demand for the area/ territory factoring constraints and

contingencies.

- Executes dealer development operations to facilitate streamlined flow of goods meeting consumer requirements in the region.

- Executes the sales strategy for the organization at a territory level.

RESPONSIBILITIES:

- Executes the sales strategy with comprehensive product coverage within the area / territory.

- Assists in developing new strategies in areas of product / market development for generating new business and to reach out to untapped markets by identifying consumer needs.

- Executes the distribution strategy to ensure optimal supply of goods based on market requirements in the territory up to the retailer level

- Coordinates with dealers/retailers/stores in the territory to get required stock status information on a real time basis.

- Assists in minimising selling costs & contributes to pricing decisions for all SKUs

- Contributes towards accurate demand forecasting factoring constraints and contingencies and provides periodic forecasts by lines of business and products to the Head of Sales - WS

- Collects and analyses market reports and provides the information to Head of Sales - WS

- Keeps track of changes in market situations and tracks historical MIS on various brands store wise and area wise

- Implements area /territory specific marketing activities in collaboration with the marketing team to increase visibility of the products and/or services

- Manages Inventory of finished goods streamlining stock flow from depots to dealers/distributors/retailers in the territory

- Assists in efficient debtor management by monitoring receivables from the customers and ensuring early recovery within due date.

- Implements mechanisms for distribution extensions & secondary sales.

- Executes the credit policy within the region ensuring consistency to facilitate free cash flow without blockage of funds.

- Executes promotions for various brands within the area / territory as a thrust mechanism t improve sales.

- Ensures and executes adequate training for the sales team reporting to incumbent.

- Develops & motivates the field force personnel and trains them to build the Ronak brand.

- Addresses issues related to manpower in coordination with HR.

Key Internal Interfaces:

- Vertical Head Sales: For all Sales related operational matters

- Marketing: For marketing & promotion strategies

- Finance: For all MIS & cost & budget related issues

- HR: For issues relating to Sales HR

- Supply Chain: For supply chain related issues

Key External Interfaces:

- Distributors

- Retailers

- Market research agencies

DESIRED PROFILE:

Education: Post Graduate Diploma / MBA or equivalent in Sales & Marketing

Experience: 5-7 years in Sales & Marketing and at least 3 years in a position of similar responsibility

DESIRED SKILLS:

Functional:

- Understanding of Markets and customer segments

- Sales Process and Strategy

- Product knowledge

- Customer focus

Behavioral:

- Planning & organizing

- Communication Skills

- Analytical Ability

- Negotiation skills

- Proactive

- Result oriented