Valvoline Cummins - State Head/Sales Manager

Location: Chandigarh (will handle haryana and Himacal)

Job Title : State Head/ Sales Manager

Business Segment/Resource Group/Department or Section Name - Retail Sales

Reports to Manager : General Manager - Retail Sales

Job Overview

- To lead and manage the Retail sales operations within the assigned State, driving Volume & Gross Profit growth, enhancing market penetration, and developing a high-performing Distributor and Dealer network for the organization.

- This role involves developing and executing strategic sales plans, mentoring a team of sales professionals, and ensuring consistent performance through effective coaching, motivation, and performance management.

- The ideal candidate will combine strong leadership skills with a result-driven approach to exceed sales goals and expand market presence.

Primary Duties and Responsibilities

Description & % of Time:

- Achieve AOP for Volume and Margins - 30%

- Achieve the AOP Segment-wise targets - 15%

- Maintain growth momentum in line with the company's long range plans through initiatives related to Growth, Accelerate & Acquire with respect to Distributor's and Channel Partners. - 10%

- Distributor Capability Assessment execution, & steer drive through our Influencer Connect Programs - 10%

- Team Management - Lead, coach, and develop a team of Territory Sales Officers / Executives. Weekly & Monthly Review with respective team members. - 10%

- Redefine Route to Market philosophy in line with company guidelines such as Area Executives Calls productivity, Numeric Distribution (ND) & Weighted Distribution (WD), Sell out ratio, Pricing, Schemes & Offers. Ensure adoption and alignment with Distributor Management System (DMS) guidelines. Participation in Distributor - DSR - Monthly review meet as and when planned - 15%

- MIS & Reporting - Ensure timely and accurate reporting of sales performance, forecasts, and market intelligence. Analyze sales trends and identify opportunities for improvement. - 5%

Primary Interactions :

Internal and External (e.g., Internal contact- Incumbent will have regular contact with senior leaders, etc. S/he will maintain contact with several areas

- Finance, Logistics, Marketing, Regional Teams, IT.

- Existing and Potential customers.

Environment, Health & Safety: (In accordance with Valvoline policies e.g.RC14001)

- Follows all EHS policies and procedures.

- Follows Valvoline EHS principles.

- Participates in training as required

Travel Requirements - Frequency - Min 50 %

Preferences and Minimum Requireme

Education

- MBA / PGDBM with specialization in Sales & Marketing from reputed institute

Work Experience

- 8-10 years prior experience preferably in Automotive Lubricants, or related industry with at least 4-5 years in a managerial role.

- Proven track record of managing State-Level Sales and Achieving Revenue Targets.

- Strong understanding of Distribution Management and Retail Channel Dynamics.

Knowledge, Skills, andCompetencies

- Strategic thinking and execution ability

- Channel Expansion and Performance Management

- Strong leadership and people management skills

- Excellent communication and negotiation skills

- Analytical mindset with a focus on results

- Knowledge of structuring sales quota goals and revenue expectations.

- Ability to motivate teams within tight timeframes and simultaneously manage several SKU's.

- Analytical, conceptual, problem solving & decision making

- Eye for detail and positive attitude