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Polycab India Limited | Territory Sales Manager | bangalore
1 month ago
About the Company
Polycab India Limited stands as a prominent player in the realm of Fast Moving Electrical Goods (FMEG), solidifying its position as India's largest manufacturer of Wires and Cables, while also exerting a formidable global presence.
As a frontrunner in the industry, we dominate various product categories such as Fans, Switches, Water Heaters, Switchgears, Luminaires tailored for residential, commercial, and industrial applications, Solar Panels, Conduits and Accessories, and cutting-edge Home Automation solutions.
Should Have Electrical Sales Experience in B2B
Responsibilities -
- Sales planning and management
- Achievement of secondary sales revenue in the assigned cluster
- Ensure complete market mapping, customer database in the assigned territory as per target
- Ensure customer centricity and control over demand generation through adequate and direct end-customer coverage
- Ensure adequate coverage of accounts across the market in the assigned territory as per the targets
- Channel and account management
- Owns the Go-To-Market strategy developed by the organization and ensure 100% implementation
- Improve brand presence in the assigned vertical
- Responsible for new account development and / or increasing share of wallet in existing accounts
- Appointment of channel partners in markets without direct presence and whitespaces
- Ensure healthy ROI and minimum earnings for the channel partners
- Consistent monthly billing of all channel partners and timely collection of all outstanding sales
- Stakeholder management
- Negotiate orders and seek support from the management for important pricing matters
- Coordinate with various functions in the company to ensure customer requests are handled up appropriately
- Ensure compliance on key input and output metrics (e.g., market working norms, primary and secondary metrics)
- Conduct promotional activities like dealer get together, contractors get together, factory visits if required
- Secondary sales achievement / growth vs. target
- Market expansion vs. target (both distribution and account expansion)
- Coverage and productivity (visits per day, #customers per month)
- End-customer landscape (% accounts with sales >1Cr. / % accounts covered)
- New customer accounts added per month
- Distribution health (growth in average DB size, Attrition)
Qualifications - BE / B. Tech or Diploma in Electrical / Graduate
Required Skills -
- Customer relationship
- Communication and collaborative Skills
- Distributor Management
- Financial acumen & Analytical Skills
- Understanding of trade/channel sales and distribution
- Sales Operations
- Negotiation skills
- Technology adoption (CRM and SFDC)
- Presentation skills
