Area Business Manager-Retail

Process Contribution Process Outcome Performance Measure

Sales: Sales planning: Business plan formulation

1. Provide 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 franchise

partners

3. Develop and seek approval on the manpower optimization

strategies for the retail function · Annual business plan · Year on Year business growth

Sales: Evaluation and control: Conducting business performance reviews

1. Monitor the financial performance of company owned and

franchised stores 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

Sales: Network Expansion

1. Study market potential, benchmark the competition in different

cities and create plans for expansion and present the same to seek

approval from the RBM · Expansion schedule · Percentage of market penetration

2. Identify and conduct feasibility study on potential properties in the identified cities with the help of BD team 3. Identify and conduct feasibility study on potential franchisee partners in the identified markets 4. Create the ROI projections for the new upcoming stores and seek approval from the RBM 5. Create and propose the annual budgetary requirements for new store profitability · Customer satisfaction score · Increase in revenue · New store performance

Sales: Retail marketing

1. Create and seek approvals on annual marketing plans, BTL activities

and budgets for regions/ stores

2. Design & develop activity for the retail initiatives in stores and

marketing support in terms of VM updation, gift with purchase

introduction & promotions etc. with expected ROI calculations

3. Create the annual overhead expenses in the region which include

VM fixtures, travel expenses etc. · Annual retail marketing calendar · Increase in sales · Increase in customer satisfaction scores

Sales: Franchisee Management

1. Maintain a constant business relationship with the franchisee and

act as SPOC to resolve operational issues and to maintain store ROI · Franchisee satisfaction score

Sales: Retail Operations: Store Management

1. Ensure smooth operations in the store in coordination with all the

relevant stakeholders like the store managers, admin, IRSG, Regional

VM etc.

2. Coordinate with internal Titan teams (IRSG, HR, Legal etc.) to

operationalize a new store within the agreed timelines · Store operating policy · Increase in customer satisfaction score · Adherence to timelines

Sales: Retail Operations: Scheme management

1. Design, develop, suggest 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

Sales: Retail Operations: Feedback management

1. Collate and relay customer feedback to the corporate teams like the

merchandising, retail operations etc. to improve customer

satisfaction and store ratings · Feedback mechanism · Increase in customer satisfaction score

Sales: Retail operations: Incentive management

1. Ensure roll out, compliance and payments of the incentive schemes

to the entire regional staff · Incentive scheme management · Number of cases of non-compliance

Sales: Retail operations: Training and development

1. Ensure new product introduction training to relevant stakeholders in

coordination with the HR team

2. Conduct training need analysis in the stores and nominate staff to

undergo re-training when required · Annual training calendar · Effectiveness of training · Increase in sales

Sales: Retail operations: Recruitment & Selection

1. Provide manpower numbers to the HR teams for the new stores

opened with due approvals from the RBM

2. Conduct interviews to support selection of company staff and critical

positions of franchisee staff in the region with coordination from the

HR teams · Recruitment policy · Quality of new hires

Retail operations: Field sales operations management: Customer complaint resolution

1. Manage the critical customer complaints and ensure quick

resolution by engaging the relevant teams · Complaint resolution policy · Customer satisfaction scores

2. Suggest and seek approval from RBM in implementing new methods for quick service turnaround time

People & Talent Management

1. Drive 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.