Zonal Business Manager - West - Manufacturing

Key Activites & Responsibilities : 

Sales Infrastructure : 

- Drive Long Term Network Planning (LNTP) for the zone

- Participate and sign off for appointment of new & special channel partners in the zone

- Carry out market research in the zone with inputs from TLs, TLDs & TLRs and drive increase in customer base

- Provide inputs to the sales teams on products to be pushed to the channel partners

- Evaluate market trends and conduct competitor analysis by keeping abreast of market trends and competitor moves to achieve market share metrics

- Consistently evaluate market trends and competitor moves to protect existing sales and maximize future sales opportunities

- Participate in the design and review of the Sales plan and PJPs for the zone

BTL Activities : 

- Prepare marketing strategies for the zone to maximise brand awareness

- Use data and trend analysis to make monthly, quarterly and annual forecasts on marketing budget for the zone

- Plan for the BTL activities to be undertaken for commercial and passenger categories respectively

- Initiate, develop & execute category specific and region specific consumer and dealer promos within the zonal marketing budget

- Liaise with ZM & RM to decide on market schemes and local initiatives

- Evaluate and review marketing activities conducted by the zone

- Ensure ongoing activation, visibility and events in the zone

- Ensure marketing activities are carried out in a timely manner

- Attend marketing and branding initiatives for channel partners and customers

- Analyse variances in budgeted and actual expenditure and take corrective action

- Meet volume and market share targets through effective utilization of marketing budgets

Systems and Processes : 

- Benchmark sales systems and processes across the industry

- Suggest, pilot and drive improvements in the existing systems and processes through PDCA methodology

- Ensure proper implementation of existing and new sales systems, modules and processes in the zone

- Participate in any changes to be done in sales structures and processes

- Conduct review meetings with RMs and TLs as a part of SFDC product dialogues

Capability Building :

- Drive sales force capability enhancement for the zone, including DSEs

- Map competencies for each role and identify capability gaps

- Prioritize training needs for the zone and coordinate with Sales Development and HR teams for creating and implementing training modules

- Ensure adequate and timely trainings are being conducted on various modules for existing and new sales employees

New Product Launch & Planning Adherence

- This includes responsibilities ranging from design, positioning, and development to campaigns, training, and support.

Education and Experience : 

A Post Graduate in Management Marketing with 5-7 years of relevant work experience