Zonal Head - Replacement Sales

This position is responsible for ensuring achievement of sales, marketing, service and commercial targets for Replacement sales business for the assigned geographical zone. The position is responsible for leading the sales field force for achievement of targeted contribution, driving market share improvement, sales objectives and timely collections for the division. The role incumbent shall be responsible to build and maintain dealer network ensuring the maximum possible coverage and ensuring excellent service support to the customer, while observing the commercial discipline

- Sales target - Overall, by RO, by category

- % contribution

- Channel partner score

- Distribution network and coverage

- % reduction in Skew

- % reduction in overdues

- BTL effectiveness

- Level of slow moving inventory

Strategic:

- Formulate and drive implementation of zonal strategies for sales, service and commercial functions in line with the overall sales strategy

- Assess sales potential of territories/regions and develop business plan for the zone through bottom up plan from territories.

- Direct and focus regional offices to achieve sales targets for the zone based on parameters viz. product, channel partners, customers and volumes

- Ensure overall efficient resource management, drive cost reduction & achievement of targets for the zone

- Ensure proper implementation of the company's policies and processes in the zone line with company norms and compliance

Sales Management:

- Ensure achievement of the required sales target for the division for the replacement sales business

- Regularly monitor achievement of Zonal and RO level targets, Productivity, Customer acquisition, Profits, etc and take corrective action where required

- Drive channel expansion strategy through expansion of the channel partner network.

- Ensure visibility of brand by actively creating market awareness of the company product portfolio.

- Ensure the sales team is effectively managing customer leads for sales conversions

- Supervise and control inventory management by striving towards accurate forecasting and ensuring availability of products

- Monitor and ensure adequate systems and processes are used to accurately capture sales performance, customer leads, manage customer databases, etc.

- Responsible for expansion of market to increase the sales of the products

- Participate with the sales and marketing teams on pricing of products by providing inputs on the acceptable price points in the market as per feedback received from dealers, customers

- Design and implement Dealer Development Program to ensure that the performing dealers are recognized and more dealers developed

- Visit the field at regular intervals to understand the market environment, competition and prevailing business trends

New products

- Analyze the zone for evolving trends in consumer behavior to identify new opportunities for new products and revenue enhancement

- Identify new products / areas of opportunity in liaison with channel partners and customers

- Provide inputs to the Divisional Head for possible changes / modifications and creation of new product / new applications that impact current and future business.

Commercial

- Ensure adherence and compliance to all Commercial and CFA operations of the zone

- Participate in the review of CFA performance as well as the appointment of new CFAs in the zone

- Monitor billing limits/ collections / outstanding / reconciliation and ensure timely follow up with the customer/ dealers / distributors/ retailers etc.

- Monitor and ensure appropriate control of outstandings and expenses in line with achievement and budget

- Supervise the auditing, CNF, quality and dispatches activities in coordination with the RM

- Coordinate with ZCM for CFA operations and other commercial aspects.

Customer Relationship Management:

- Lead all aspects of business relationships with the channel partners/ customers at different levels, like pricing, deliveries, product support and service

- Effectively engage with the customers to build the corporate brand, leverage on the relationship for pitching new products, and secure optimum credit period

- Ensure customer related inquiries, orders and complaints are addressed on time so as to improve customer satisfaction levels

- Monitor the customer data and feedback and adapt the sales plans where required

- Continuously work towards customer satisfaction and ensure attainment of satisfactory rating on the customer satisfaction index

- Proactively engage large dealers to ensure that company products get the required push in sales

- Visit the market to build a rapport and interact with key channel partners/ large customers to solicit their feedback on the products availability and quality

Market Development:

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

- Identify from interaction with the customers on new products, technology to create new market segments for the company

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

Marketing

- Develop BTL plan for the zone to build customer preference and drive volumes through Dealer / Distributor network.

- Drive execution of BTL activities across the zone and evaluate marketing budgets periodically and ensure adherence to planned expenses.

- Evaluate the sales programmes & recommend sales promotions in line with regional requirements and characteristics

- To co-ordinate with marketing team in meeting the ongoing market need and appropriate supports /resources provide adequate & timely feedback to the marketing team

MIS and Reporting:

- Review regular reports on the zonal business performance and provide the same to the senior management

- Assess product market data based on the reports prepared by field salespeople and evaluating sales results

- Provide insights to management on short-term and long-term category sales forecasts and special reports and analysis

Team Management:

- Lead & develop the team to achieve zonal objectives.

- Mentor, provide operational leadership and technical guidance to the team, thereby developing a strong and competent team

- Conduct effective performance appraisals for the team and identify training needs

- Ensure implementation of the sales training calendar, jointly with HR

- Ensure overall Sales force productivity as per norms

- Motivate, counsel and coach employees to ensure a conducive working environment