Area Business Manager-MBR

Job DescriptionUnique Job RoleABM TradeFunctionSalesReporting toRBM Trade/ 

RBM Eyewear

BusinessWatches & accessories/ EyewearGrade Date---Job DetailsTo drive regional sales as per targets of Titan by managing distributor and dealer network within the assigned geographical area together with delivering high quality service to customersExternal Interfaces

Internal Interfaces

• Key customers
• Third Party Service Providers
• External auditors 
• Distributors
• RS Sales officers
• Dealers 
• Regional team
• Product and Brand team
• IRSG team
• VM team
• Merchandising team 
• Support teams
• Job RequirementsEducationGraduate / Post- Graduate (MBA)Relevant Experience5 – 6 years / 1-2 years in Titan Behavioural SkillsCustomer Centricity
• Delivers Results
• Interpersonal Effectiveness
• Build Effective Teams
• Ambiguity tolerance
• Nurtures Relationships
• Influence for Impact
• KnowledgeSales/ retail experience
• Vendor management

1. Process ContributionsProcess ContributionProcess OutcomePerformance MeasureSales: Sales planning: Business plan formulationProvide inputs to the RBM to consolidate the potential sales in the region and develop the annual business targets for the respective regions 
2. Develop and approve the annual business targets of the distributors and dealers from the 
3. Develop and seek approval on the manpower optimization strategies for the trade function

• Annual business plan
• Year on Year business growth

1. Sales: Evaluation and control: Conducting business performance reviewsMonitor the financial performance of distributors and dealers against targets periodically 
2. Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

• Business performance review calendar
• Percentage of deviation from target achievement

1. Sales: Network Expansion Create the ROI projections for the new upcoming stores 
2. Ensure the expansion of stores across the identified region as per the targets by identifying & proposing new dealers for approval to the RBM 
3. Create and propose the annual budgetary requirements for new store profitability 
4. Development of model stores and RSEBO:
5. Identify the number of model store and RSEBO conversion annually 
6. Convince identified dealers/ distributors to convert into a model store or RSEBO
7. Provide required support in setting up a store including property identification, ROI calculation, IT systems installation, Standard operating procedure formulation etc. 

• Expansion schedule 
• Percentage of market penetration
• Customer satisfaction score 
• Increase in sales 

1. Sales: Trade marketingCreate and seek approvals on marketing plans, BTL activities and budgets for regions/ stores/ dealers in coordination with SOs after analysing the markets & competition 
2. Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc. 
3. Design & develop activity for the retail initiatives of model stores & RSEBO with expected ROI calculations 
4. Design and develop the marketing support to the dealers in terms of VM updation, gift with purchase introduction & promotions etc. 

• Annual marketing calendar
• Increase in sales 
• Increase in customer satisfaction scores

1. Trade operations: Field sales operations management: Field operations and financial planningDevelop and approve the monthly PJCP periodic journey coverage plan for all company and distributor's sales officers

• Operations management policy 
• Adherence to timelines

1. Sales: Trade operations: Scheme managementDesign, develop and seek approvals on region specific schemes for potential seasonal improvement in sales
2. Design, develop and roll-out regional schemes during an active national scheme within the defined budgets after due approvals

• Scheme roll out
• Adherence to timelines

1. Sales: Trade operations: Incentive managementEnsure roll out, compliance and payments of the incentive schemes to the entire regional staff 

• Incentive scheme management 
• Number of cases of non-compliance 

1. Sales: Trade operations: Training and developmentEnsure new product introduction training to relevant stakeholders in coordination with the HR team

• Annual training calendar
• Effectiveness of training
• Increase in sales

1. Sales: Trade operations: Recruitment & Selection Conduct interviews to support selection of company and distributor sales officer in the region with coordination from the HR teams

• Recruitment policy 
• Quality of new hires

1. Trade operations: Field sales operations management: Customer complaint resolutionManage the customer complaints and ensure quick resolution by engaging the relevant teams

• Complaint resolution policy
• Customer satisfaction scores

1. People & Talent ManagementDrive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.
2. Mentor and develop staff using a supportive and collaborative approach.
3. Ensure talent pipeline is created by succession planning for the critical positions in the region.
4. Set Objectives for Reportees aligned to the organizational /functional.
5. Liaise with HR on vacant positions.
6. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

•  
• Employee Engagement
• Performance
• Diversity & Integration