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Sales Zsm

2 weeks ago

Delhi, India Microtek Full time

Head Office, Delhi
- Full Time

To Lead the sales of all Microtek SBU products across retail channel in the designated zone to achieve the planned sales, growth, profitability, and market share for the assigned process, category, or/and SBU. Be the functional and administrative manager of the Branch Managers

**Reports To**

Chief Sales Officer

**Responsibilities and Duties**:
The Zonal Head is responsible for overall promise achievement in the designated zone and:

- Ensure the zone has the required manpower in each territory. Work with the recruitment teams to identify, select and recruit the right manpower at the right time and at the right cost
- Manage, develop, and expand relationships with various channel partners by effective territory planning and resource availability.
- Be responsible for servicing the modern trade for all products across the designated zone
- Work through sales coordinators to provide the relevant inputs/information to planning, production, marketing, and other departments etc. to ensure correct and timely sales projections and subsequent availability of the right products in the right markets at the right time
- Closely monitor and review daily sales activities and numbers across the zone. Ensure achievement of promises for 10 Day, Monthly, Quarterly, and Annual
- Manage key channel partner relationships and lead from the front. Ensure all partner accounts are UpToDate and claims settled as per the defined TAT and processes
- Work with the relevant marketing and product management teams to execute zonal level marketing and promotional activities. Ensure high brand visibility and presence for Microtek across the zone
- Coach, mentor and guide BMs, ABMs and sales teams to ensure high productivity and engagement
- Implementation and compliance of all Sales Processes for effective functioning of the Sales Dept across the zone
- Identify the development needs of individual leaders to meet business objectives and provide them the relevant training, mentoring, coaching, and guidance.
- Ensure capable zonal Sales talent pipeline. Enable career progression and growth for the direct reports to enable the achievement of personal and organizational aspirations
- Invest in self-development to keep pace with the changing requirements of the role

**Qualifications**:
15+ years’ experience in channel sales preferably in electricals, stabilizers, consumer durables or IT peripherals sector. Strong connect with key channel partners a must
- Focus Area
- Key Performance Indicator
- Weight
- Organizational
- Topline
- Bottomline
- Growth
- Brand value/stock price
- 20%
- Financial
- Territory, Branch and Zonal promise achievement SBU wise
- Overall cost of sales as a %age of revenue at the Organization (%age)
- Collections - target and aging
- Network expansion (Primary & Secondary)
- Modern trade business (target vs achievement)
- 45%
- People
- Talent retention (%age)
- Career progression and succession planning (no promotions)
- 15%
- Process
- 100% process compliance (Internal audit and compliance rating 5)
- 10%
- Customer
- Ensure industry-leading channel partner scores (Retail NPS score)
- 10%