Role Overview:

To lead and manage the sales operations and service team within the designated zone, driving revenue growth, market expansion, and customer satisfaction. This role plays a pivotal part in achieving sales targets, market share increase, executing service strategies, and ensuring effective channel partner relationships.

Key Individual Accountabilities:

Strategic:

- Sales Strategy Development: Formulate and execute strategic sales plans that align with organizational objectives and contribute to the growth and market share of the company.

- Market Expansion: Identify opportunities for market expansion within the zone, assess market trends, and develop strategies to maximize market penetration.

- Go to Market: Collaborate with marketing and product teams to develop and execute go-to-market plans.

- Service Excellence: Build and lead a high-performance service team, providing training and support.

Financial:

- Revenue Generation: Achieve and exceed sales targets, drive revenue growth, and ensure the financial success of the zone.

- Budget Management: Efficiently manage the sales budget for the zone, allocating resources to optimize performance and cost control.

Customer/External Orientation:

- Channel Partner Management: Develop and maintain strong relationships with channel partners and dealers to foster sales growth and customer satisfaction.

- Customer Relationship Management: Cultivate relationships with key customers and clients in the zone, ensuring their needs and concerns are addressed promptly.

People Orientation:

- Team Leadership: Lead and manage a team of professionals, providing coaching, guidance, and support to maximize their potential and overall team success.

- Talent Development: Identify and nurture sales and service talents within the zone, providing training and development opportunities to enhance the skills and capabilities of the sales team.

Core Operational Accountabilities:

- Work on achieving targets as defined in Annual Business Plan.

- Prepare plans to capture market share.

- Track marketing activities in the region.

- Track competition.

- Strategize expansion plan into new markets.

- Lead, coach and manage direct and indirect reportees.

- Drive continuous improvement in service delivery processes and customer experience.

- Handle customer escalations and resolve issues effectively.

- Develop and implement commercial strategies to optimize revenue and profitability.

- Plan to retain and motivate the best talent in the department.

- Develop a regional talent pool.

- Team management and motivation.

- Handle customer complaints.

- Enquiry analysis of the regions every week.

- Handle installation related issues.

- Dealer management in the region.

Key Interactions:

Internal:

- Internal teams including Product Development, Manufacturing, Marketing, Commercial, HR.

External:

- Channel Partners and Dealers.

- Key Customers and Clients.

- Competitors: Continuously monitor and analyze competitor activities and market dynamics to make informed strategic decisions.

- Suppliers: Interact with suppliers to secure necessary resources and support the sales operations within the zone.

- Industry Associations and Trade Organizations: Collaborate with industry associations and trade organizations to stay updated on industry trends and represent the company in the market.

Technical and Behavioural Skills:

Technical Skills:

- Sales Expertise: In-depth knowledge of sales strategies, techniques, and best practices in the doors and windows industry.

- Market Understanding: Proficiency in understanding market dynamics, customer preferences, and competitor activities.

- Budget Management: Ability to manage a sales budget effectively, allocate resources, and ensure financial goals are met.

- CRM Software: Familiarity with Customer Relationship Management (CRM) tools for sales tracking and customer management.

- Data Analysis: Strong data analysis skills to make informed decisions based on sales metrics and KPIs.

Behavioural Skills:

- Leadership: Strong leadership skills to guide and inspire the sales team and channel partners.

- Communication: Excellent communication and interpersonal skills to interact effectively with internal teams and external stakeholders.

- Adaptability: Ability to adapt to changing market conditions and make quick decisions as needed.

- Problem Solving: Strong problem-solving abilities to address challenges and optimize sales processes.

- Negotiation: Effective negotiation skills when dealing with channel partners, dealers, and key clients.

- Customer-Centric Approach: A focus on customer satisfaction and building strong customer relationships.

Key Performance Indicators:

- Revenue Growth: Achieve and exceed sales and revenue targets within the designated zone.

- Budget Adherence: Maintain adherence to the allocated sales budget while achieving revenue goals.

- Market Share Increase: Measure the increase in market share within the zone.

- New Market Penetration: Evaluate the successful penetration of new markets or regions within the zone.

- Channel Partner Satisfaction: Monitor the satisfaction and engagement of channel partners, dealers and key customers.

- Key Customer Retention: Measure the retention rate of key customers and clients in the zone.

- Complaint Resolution: Track the time and effectiveness of resolving customer complaints.

- Team Performance: Assess the performance of the team, including meeting individual and team targets.

- Talent Development: Monitor the progress of talent development initiatives and skill enhancement of the team.

- Sales Productivity: Measure the productivity of the sales team in terms of sales calls, leads generated, and conversion rates.

- Inventory Management: Evaluate the efficiency of inventory management and product availability.