Description:

Roles & Responsibilities:

- Overall responsibility for topline growth across Primary, Secondary, and Tertiary sales for the entire zone.

- Lead and manage multi-state operations through a team of RSMs, ASMs.

- Formulate, plan, and execute sell-out initiatives, promotional programs, and marketing activities.

- Drive Key Account Management for distributors, key dealers, institutional customers, and key contractors.

- Drive overall sales growth at zone level through structured planning, indexing, conversion tracking, and effective deployment of inputs and resources.

- Strategize and drive growth of core and focus products by identifying opportunities, analysing market trends, and ensuring execution through RSMs.

- Identify opportunities to increase market share through data-driven analysis and trend monitoring to ensure sustainable growth.

- Analyse business data and track key performance parameters to improve operational efficiency and effectiveness.

Collections:

- Ensure healthy receivables across the zone.

- Oversee effective money circulation with distributors and ensure timely collections with zero overdue risks.

Customer Centricity:

- Enhance customer and consumer experience by ensuring complaint resolution within defined TATs.

- Strengthen long-term relationships with key customers and channel partners Distributor Management.

- Build and maintain a robust and healthy distributor network.

- Identify coverage gaps and improve market reach through planned distributor engagement.

- Drive distributor loyalty programs and initiatives to support their business and value growth.

Demand Planning:

- Forecast market demand accurately in coordination with RSMs to ensure optimal stock availability.

- Align demand planning with supply chain and commercial teams Cross-Functional Integration.

- Collaborate with internal teams such as Retail Sales, Wood Adhesives, Services, Commercial, and Marketing to enhance sales effectiveness and service delivery.

Team Management & Capability Building:

- Lead, mentor, and develop a team of RSMs and ASMs.

- Provide regular coaching, performance feedback, and growth opportunities.

- Ensure productive utilization of manpower to drive zonal business objectives.

- Build leadership capability within the team for sustained business growth.

Industry Preference:

- Adhesives industry (preferred), Channel Sales background mandatory.

- Must have managed at least 34 states within the applied zone.