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23/08 Charles Xavier
Principal Consultant at Aniaaz Consulting Private Limited

Views:3039 Applications:509 Rec. Actions:Recruiter Actions:139

Zonal Sales Manager - Chemical Products (8-12 yrs)

Guwahati/Chennai/Bangalore Job Code: 1143897

- Map the current market situation, benchmark with competition to identify product/service gaps

Design and implement strategies to:

a) Increase sales across brands

b) enhance penetration in low market share geographies

c) increase LIC (light industrial coatings) and CT (commercial transport) business sales

- Ensure micro sales planning and facilitate forecasting for all brands

- Meet sales targets for paint products (value/volume based)

- Meet sales targets for adjacencies (value/volume based)

- Ensure timely collection of receivables and maintain collection efficiency index at the desired level

- Ensure range selling and channel balancing

- Ensure achievement of purchase targets of bodyshops as per legal agreement

- by assessing the right potential

- by eliminating product leakages

- Ensure proper product placement to ensure growth in market share

- Negotiate and sign agreements with body shops,

- Win new bodyshops and dealers

- Retain existing customers (bodyshops/dealers),

- Engage in network expansion and channel management

- Develop few reference / ideal body shops in their territory

- Provide inputs in planning the marketing of new products / branding requirements and facilitate execution in the field

- Facilitate designing of schemes for brands and ensure the control on the scheme spend

Body shops:

- Ensure timely delivery of goods/services to the customers

- Ensure speedy resolution of customer complaint in coordination with internal teams (eg. EFF, trainers)

- Liaison with OE regional service team, share bodyshop development case studies and secure their preferential recommendations on service grounds

Dealers:

- Visit and interact with dealers on a frequent basis to maintain relationship

- Ensure dealers benefit from various schemes

Ensure customer engagement activities are conducted (eg. painter meets, dealer meets)

- Ensure credit notes are raised

Ensure periodic balance confirmation of dealers

- Provide timely MIS and its analysis to the management

Ensure proper body shop reporting

- Coach, guide and develop team members

- Set goals, appraise performance and provide timely feedback

Initiate and implement measures to create a sustainable growth culture covering the 3Cs and ethics, compliance and EHS

Positions reporting to this position/role:

- Sales Executives

- Sr. Sales Executives

- Area Sales Executive

- Area Manager

b) Range of no. of Direct/ Indirect Reports /Off Role

- Direct Reports (5-8)

- Indirect Report (5-7)

Major Challenges:

Retaining customers

Coaching sales team to meet their sales targets

Reorienting strategies for region depending on competitor moves, demand changes

Strategizing to penetrate low market share geographies

Women-friendly workplace:

Maternity and Paternity Benefits

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