Regional Sales Manager - Manufacturing

RSM (GM/DGM level)

Regional Sales Manager

This is a country leadership role to develop and execute the regional AOP plans and contribute to India growth.

The role holder is responsible for creating and implementing an executable strategy to achieve the regional targets by industry segments, product portfolio and for driving the channel efficiency.

Key Responsibilities :

Strategy :

1. Develops a regional execution strategy to achieve AOP plans by industry segments, product portfolio, and channel

2. Develops and maintains a strong engagement with the market to generate information on PAM, market share, product positioning, commercial positioning and competitor information and provide information to the right stakeholders

3. Ensures goal setting & alignment with country functions- Industry/ Business Units

4. Develops and executes a long-term channel maturity strategy in the region working in collaboration with the country channel team Execution

5. Drive sales performance in close collaboration with the industry, business units & channel Partners to meet month, quarter and annual goals

6. Works with the BU and Marketing functions to execute Marketing plan to drive demand generation in target industries and applications

7. Helps drive country financials by maximizing the selling price, controlling the cost to sell metric

8. Drives the Distributor business plans through continuous engagement; helps distributors mature as a strong business partner

9. Collaborates with competency team to ensure organizational readiness by continuously assessing the competency gaps and mitigation plans

10. Owns and drives key organization processes like GDSP to develop a sustainable growth strategy

11. Drives collaboration between Business Unit, field quality, and Services business to enhance customer experience/satisfaction People

12. Hiring, retention and performance management of the team to deliver superlative performance

13. Effective organization structuring to achieve sales targets and sales force effectiveness

14. Develops strong succession pipeline for key roles within the country

Key Result Areas :

- Achievement of Business Performance to plan (in percentage)

- Adherence to efficiency measures like cost- to- sell and sales force effectiveness

- Distributor and SI growth in the region

- GDSP scores for the region and for the distributors