General Sales Manager
2 weeks ago
Strategic responsibilities:
Increase of Market Share
Mapping the market
Regional Creation Realization
Region Rationalization
Implementation of franchise outlets across the zones
Refine primary and secondary level
Track competitors activities
Rationalization and opening of new warehouses
Operational Responsibilities
Implementing and achieving of budgets – sales, contributions, cost, inventory and receivables
Plan & expand depth and width contribution
Implementation of systems & processes
Meets the sales objective by conducting regular review meetings with the Zonal Heads and taking corrective steps to overcome shortfalls, if any.
Ensure data management of key accounts – projects, customers & dealers
Monitor Zonal head's planning & also PJP of frontline review
Ensure working capital management in terms of aging, receivables, inventory, disposal of slow moving and dead socks
Approve credit, prices and schemes
Plan & approve dealer network
Recommendation of commercial schemes
Ensure cost control under various heads
PSI
Prepare coverage plan of sales team to visit dealers, builders and architects
Manpower Planning:
Manpower planning
Short listing of Zonal Head
Development, Motivation & Retention of Manpower
Ensures to keep the entire team focused and also discuss new initiatives
Ensure discipline
Ensure adherence to set procedures and policies
Network:
Does proper mapping of network of dealers, sub-dealers, builders and architects
Increases width and depth of distribution by increasing reach and adding more dealers / distributors to our network
Commercial
Ensures 30 days cycle and payments of dealers.
Ensures all projects are on advance payment or PDC
Keeps control over the Credit Period by keeping track of the AgeingAnalysis
Keeps cheque bouncing cases under control
Counters competition by conceptualizing and implementing trade schemes
Issues credit notes and other dealer payouts by 15th of every month
To take proper approval for price support and project order
To ensure proper indenting of stock for availability to the sales team through PSI
Ensure statutory requirements of the company
Realization
Ensures proper indenting of stocks so that the desired mix is achieved
Deploys and recommends inputs to a particular category to achieve optimum mix
Identifies customer who will fit our product profile (higher end)
Product Visibility & Sampling:
Set Process for sampling to get maximum visibility at the same time reduce the sampling cost
Product Positioning
Ensure maximum visibility for the Brand by ensuring proper sampling at all dealer and sub-dealer outlets through promoters.
MIS:
Keeps tab on competition pricing, new product launch and promotional activities
Gives feedback on trends and market share
Market Intelligence:
Keeps a tab on competitor's activity viz. Pricing, new products, advertisement etc.
Trend forecasting
Tracking Market operating MOP's
Market share
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