Zonal Sales Manager - General Trade - Semi Durable Goods

We have 1 very urgent position in one of the best and established & reputed semi durable brand :-

POSITION : Zonal Manager TRADE - West

REPORTEEs : 5 direct ; total team strength 20

REPORTING : Sr. VP

LOCATION : Mumbai

CTC : Negotiable ; depending upon current CTC, experience, business volume, interview status etc.

Job Specification :

The Zonal Sales Manager is responsible for the management and development of nominated distributor relationships. The objective is to achieve targeted sales and profit objectives from the business territory/key customer group, in accordance with the Regional Business Plan. This critical role will lead the initiatives which can enable to develop channel partners for the business growth.

Reporting Structure :

The role reports to Head - Sales and is based out of Mumbai. We have branches in Ahmedabad, Indore, Pune & Mumbai. All the branch heads for Trade Sales will report to this role. Branch Heads will have ASMs under them who in turn will have sales executives under them, the numbers of which would depend on the size of business in that region.

Role and Responsibilities :

- Responsible for driving indirect sales through managing a portfolio of Channel Partners.

- Develop and implement a sales plan for assigned channel/distributor aimed at achieving and exceeding sales turnover and financial return, within the most cost-effective route and time-frame.

- Target new business accounts and opportunities as well as existing customers

- Actively drive and manage the relationship with the assigned distributors to ensure alignment with company objectives

- Co-ordinate and guide distributor/channel with the support & information needed to facilitate their effectiveness

- Accurately forecast sales and growth opportunities within designated territory, using sales tools and applications.

- Lead, prepare, co-ordinate and participate in business reviews/forecasts for Regional Sales Management, to ensure a constant flow of information between Channel/Distributor and the Company.

- Drive weekly rigor in managing the dealers helping achieve the growth and targets as per the operating plan

- Maintain an awareness of competitor activities and developments and ensure that this information is collected and made available to the management.

- Administer joint marketing campaigns, strategic communication with channels and proactively resolve channel conflicts.

- Manage channel partners relationships on day-to-day basis and provide transactional support

- Develop a channel partner strategy and policy and execute Dealer Performance Metrics and specific incentive programs.

- Improve the performance of the existing channel partners: identify the performance gaps and implement the appropriate corrective actions.

- Drive a culture of highest integrity and compliance within channels community; ensure agreement validity for the respective channel portfolio.

Desired Competencies :

- Experience understanding customer needs and business drivers and using this knowledge to develop account plans and strategies (knowledge of the existing account areas/channels would be advantageous).

- Excellent interpersonal skills including, team working skills and good communication skills

- Strong presentation, analytical, problem solving and influencing skills.- negotiation,

- Strong business acumen; financial and organizational skills.

- Ability to analyze business models and channels relationships

- Ability to energize, develop and build rapport, collaboration and influence at all levels within an organization.

- Self-starter able to manage time and organize and prioritize workload

Education and Experience :

- Post Graduate in Management (Desirable)

- Minimum 10 years in channel sales and managing MBOs.

NEED 3rd LINE MANAGERS ONLY. 2nd line managers or below, pls dont apply !

INDUSTRY : 

- Consumer durable ; Batteries, PAINTS, TYRES, Lubricants, Furniture ; Any equivalent semi durable / durable industry .

- EXTENSIVE TRAVELLING ACROSS ZONE.

- MBA PREFERRED, NOT MANDATORY.