Regional Sales Manager

6 days ago


Chennai, Tamil Nadu, India Bajaj Electricals Full time

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

  1. Ensure new distributor appointment as per plan
  2. Ensure new dealer appointment as per plan
  3. Focus on churn retailers/ zero billed retailers and get them into active retailer base
  4. Beat planning of TSMs and ensure adherence
  5. Beat planning of DSOs and ensure adherence of the same
  6. Ensure right outlets are part of the beats
  7. Focus on increasing distribution reach
  8. Focus on driving share in weighted outlets
  9. Look at different GTM models that will help optimize cost to serve and overall retailer satisfaction
  10. Focus on weak geos/clusters and provide support to get them back on track
  11. Ensure that same store growths are healthy
  12. Ensure governance of principles laid down – system hygiene, quality of servicing, pricing hygiene, etc.
  13. Sustenance of weak distributor. Devise performance improvement plan and implement
  14. Sustenance of low performing DSOs, devise performance improvement plan and implement
  15. Making the channel and the team aware of the BPR concept and execute the BPR norms
  16. Focus on driving process efficiency indices – productivity %, range, new outlet expansion, etc.
  17. Implement the JBP – joint business planning process with the distributors
  18. Responsible for the lifecycle of DSOs from hiring to induction to retention
  19. Ensure that the sales call process focused on value-selling is followed diligently by all in the team
  20. Lead and drive the OJT (On the Job Training) for the TSMs
  21. Ensure all DSO vacancies are plugged within the TAT
  22. Ensure all TSM vacancies are plugged within the TAT
  23. Ensure weekly reviews of DSOs
  24. Ensure monthly meets are taking place as per the cadence (ZH-RM review meet, RM-TSM review meet, TSM – DSO review meet)
  25. Ensure deployment of digital tools – DMS/SFA/Retailer App/ Power BI etc.
  26. Ensure adoption of all digital tools
  27. Resolution of open issue regarding DMS/SFA with the concerned teams
  28. 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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