
Regional Sales Manager
6 days ago
Job Description
Job Role
Regional Sales Manager - Sales Development
Job ID
JR3258
Reporting To
National Sales Development Manager
Type Of Role
People Management Role
Location
Chennai
Bu / Division
Consumer Products- Trade Sales
Job Purpose
To lead and drive the following pivots in the Zone like- GTM and Distribution, R Rollout & Sustain RREP processes, Sales Capability, Sales IT
Key Responsibilities
- Ensure new distributor appointment as per plan
- Ensure new dealer appointment as per plan
- Focus on churn retailers/ zero billed retailers and get them into active retailer base
- Beat planning of TSMs and ensure adherence
- Beat planning of DSOs and ensure adherence of the same
- Ensure right outlets are part of the beats
- Focus on increasing distribution reach
- Focus on driving share in weighted outlets
- Look at different GTM models that will help optimize cost to serve and overall retailer satisfaction
- Focus on weak geos/clusters and provide support to get them back on track
- Ensure that same store growths are healthy
- Ensure governance of principles laid down – system hygiene, quality of servicing, pricing hygiene, etc.
- Sustenance of weak distributor. Devise performance improvement plan and implement
- Sustenance of low performing DSOs, devise performance improvement plan and implement
- Making the channel and the team aware of the BPR concept and execute the BPR norms
- Focus on driving process efficiency indices – productivity %, range, new outlet expansion, etc.
- Implement the JBP – joint business planning process with the distributors
- Responsible for the lifecycle of DSOs from hiring to induction to retention
- Ensure that the sales call process focused on value-selling is followed diligently by all in the team
- Lead and drive the OJT (On the Job Training) for the TSMs
- Ensure all DSO vacancies are plugged within the TAT
- Ensure all TSM vacancies are plugged within the TAT
- Ensure weekly reviews of DSOs
- Ensure monthly meets are taking place as per the cadence (ZH-RM review meet, RM-TSM review meet, TSM – DSO review meet)
- Ensure deployment of digital tools – DMS/SFA/Retailer App/ Power BI etc.
- Ensure adoption of all digital tools
- Resolution of open issue regarding DMS/SFA with the concerned teams
- Benchmark best-in-class practices in the sales IT domain and see how these can be incorporated here
Educational Qualifications
Graduation (any) or MBA/ PGDM (any)
Work Experience
10 -12 years of work experience in channel sales, sales development
Certifications
NA
Preferred/ Additional Requirement
NA
Reportees
-
Internal / External Interface
NA
Behavioral Competencies
- Think Beyond
- Put Customers First
- Collaborate to Win
- Develop Talent
- Be the Best
- Be Agile
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