Zonal Sales Manager - FMCG/Consumer Durable

Zonal Sales Manager:

Job Description :

This is a role clarification document. It presents essential details about the role: eg. key accountabilities, reporting structure, expected functional and behavioral competencies etc. The objective of this document is to provide the reader an insight into the various facets of this role.

Responsibility/Accountability/Clusters Principal Activities :

Strategy formulation and implementation :

- 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

Sales targets :

- 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

a. by assessing the right potential

b. by eliminating product leakages

Market Development :

- 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

Customer Relationship Management :

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)

Commercials management :

- Ensure credit notes are raised

- Ensure periodic balance confirmation of dealers

Reports :

- Provide timely MIS and its analysis to the management

- Ensure proper body shop reporting

People Management :

- 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

Qualification : Any graduate with MBA (marketing)

Desired :

- Science/technical graduate with MBA marketing

Previous Experience : Should have experience in sales (Min 40 crores)

Nature of Experience :

- Should have customer handling experience

- Should have experience in handling medium sized teams (5-8 persons)

- Should have experience in designing and implementing strategies in a large geographical region