Zonal Head - Sales - Mobile Handset - South

We have an urgent role with one of the biggest group for there Mobile Handset Vertical.

Designation : Zonal Head South

Reporting to : Business Head

Profile :

- Forecasting/Planning and implementation of Sales Strategy

- Support the creation of sales strategy and the Annual Operating Plan (AOP) for the zone and drive its implementation as per plan

- Gather trends (competitor and self) from market research and historical data around sales to estimate the market size for the zones on both volume as well as value basis to forecast

- Monthly forecast of Rolling Sales Plan (RSP) for product planning and preparation and rolling out of targets to employees (Primary, Secondary & Tertiary) and Distributors (MOU) on the 1st of every month

- Plot the retail market for the zone on the basis of the desired presence across the retail space available and progress as mentioned in the AOP

- Drive the model wise build up for the distributors within the zone.

- Implement the sales strategy for General trade formats within the zone and cascade the overall sales targets from corporate level down to the Sales Executive levels.

Distribution Management:

- Develop and manage distribution business plans for the assigned region. Serve as primary liaison between distributors and their customers in order to increase sales and market share.

- Track and manage distributor engagement & performance against business plans, ensure goals are being met, training is being offered and conducted and marketing funds are being allocated towards growth. Provide coaching and feedback about performance and distribution management and determine next steps for continuing relationships and growth strategies.

DMS (Distribution Management System):

- Overview of the entire Channel (publishing on daily, monthly & weekly basis)

- Weekly Review Presentations - Ensuring that all MOM are closed & follow ups with the stakeholders as per the Business requirements

Governance:

- Develop a robust review mechanism for primary, secondary, width of distribution, depth of distribution and ISD performance and implement, monitor and adhere the same at the region

- Hold qualitative reviews weekly and assess the efficiency of regional sales and support functions on a monthly basis

- Monitor and get the open agenda from the review closed with specific TAT's agreed during the reviews

- Initiate effective feedback during reviews for progress and improvement

- Managing the Sales Transformation and Enhancement Programs Tool through the written submission of the achievement for the States against the set standards and the plan of the preceding month.

Sales Budgeting:

- Plan and adhere to the zone and state sales budget

- Ensure adherence to the assigned zone budget through tight monitoring of the operating expenses at branch level.

- Monitor, implementation of sales processes at zone level and ensure adherence to the same with a view to achieve higher efficiencies.

Execution and profitability

- Drive the sales strategy at zone level to support the achievement of overall sales targets across primary, secondary and tertiary levels of distribution.

- Deliver zone sales and profitability targets on a monthly, quarterly and annual basis as projected in the AOP

- Achieve the desired width of distribution at zone level as per the AOP

- Drive ongoing improvement of productivity of own manpower at retail stores within the zone

- Coordinate with the Customer service function in the zone to ensure customer satisfaction, TAT and cost of service per handset

Inventory Management:

- Ensure opening stock less than 10 days inventory at the beginning of the month

- Ensuring stocks with aging of more than 60 days at branch

Gap Analysis:

- Identify the gaps in zone distribution network through interaction with Regional Heads and Sales Admin

- Conduct of distribution performance analysis for the zone and take corrective actions to plug the gaps

- Monitor the depth of distribution across the distribution network within the zone

- Visibility

1. Ensure the presence of brand across zone distribution network and periodically

2. Liaise with the concerned BTL manager to involve and participate in the BTL activities at zone level with a view to drive the zone sales volumes.

- Placement - Ensure placement of products at the retail specifically with counters with ISD deployment for faster TAT and better rotation

Competition analysis and Benchmarking:

- Design innovative sales strategies and discuss the guidelines with the corporate team to streamline operations at zone level.

- Implement the corporate guidelines to tap into clear channels of communications for ensuring seamless flow of information.

- Track contemporary trends and subsequently, forecast the future trends in all aspects of sales at zone level

- Develop and maintain strong awareness of device market / Competitors at zone level and exploit opportunities as and when they arise.

Manpower Development and Team Management:

- Building of a effective Manpower structure in every state in line with the business model and ensure hiring of good talent and potential from the market

- Manage and hiring process and set KRA's for all roles aligning to the overall Organization goals

- Implement the training strategy in coordination with Training department and oversee enhance in performance post training implementation

- Perform the role of a people manager for the zone sales force. Foster a culture of ownership, innovation, customer focus, entrepreneurship and team work across the zone sales force.

- Oversee staff deployment and drive motivation levels of the team, monitor staff welfare and facilitate complaint resolution to manage efficiency levels and drive timely delivery of all operational targets

Ved