Channel Sales Executive

3 days ago


Chennai Gurugram, India Steersman Talent Acquisition Full time ₹ 5,00,000 - ₹ 15,00,000 per year

JOB DESCRIPTION

Position Title: Channel Sales Executive / Manager

Gurgoan (H.O.)

Experience : Minimum 2 years field level Sales Experience

Qualification: Graduate

Purpose of the Position (Job Summary)

To drive revenue growth, generate leads, make relations with influencers, architects, dealers, and expand market presence of the company.

Key Individual Accountabilities

Strategic

  • Develop and implement retail sales strategies to expand market presence and achieve business growth targets.
  • Formulate plans to penetrate new territories and market segments.
  • Continuously analyze market trends and competition to adapt the channel strategy accordingly.

Financial

  • Achieve or surpass sales and revenue targets within the retail channel.
  • Monitor and ensure timely collection of payments from retail partners while minimizing outstanding dues.
  • Create and manage budgets and forecasts related to retail sales activities

Customer/ External Orientation

  • Cultivate and maintain strong relationships with influencers, architects, builders, dealers, and distributors.
  • Develop and execute lead generation programs to ensure a consistent sales pipeline.

People Orientation

  • Manage a team of retail sales executives, providing guidance and support for their development.
  • Foster a collaborative and results-driven team culture within the retail sales division.
  • Monitor individual and team performance, providing constructive feedback and coaching.

Core operational accountabilities

  • Oversee the day-to-day operations of the retail channel, ensuring efficient and effective processes.
  • Implement and manage credit control measures to minimize outstanding payments.
  • Keep the management informed with regular reports and performance updates related to the retail channel.

Key Interactions

Internal

External

  • Sales Team: Lead, guide, and manage a team of retail sales executives, providing coaching and support to ensure their performance aligns with business objectives.
  • Finance Department: Work with the finance team to monitor and manage financial aspects, including budgeting, collection, and credit control.
  • Senior Management: Report on the progress and performance of the retail channel, seek approvals for strategic initiatives, and provide regular updates on market dynamics.
  • Operations Team: Ensure efficient operational processes are in place for the retail channel, collaborating on logistics, inventory management, and order fulfillment.

  • Retail Partners and Distributors: Build and nurture relationships with retail partners and distributors to drive business growth, negotiate agreements, and ensure their needs are met.

  • Customers: Address customer inquiries, resolve issues, and maintain a positive customer experience, demonstrating a deep commitment to customer satisfaction.
  • Market Contacts: Stay connected with industry peers, competitors, and market influencers to gather market insights and stay informed about trends.
  • Suppliers: Collaborate with suppliers to ensure timely product availability, negotiate favorable terms, and manage the supply chain effectively.

Technical & Behavioral Skills & Knowledge

Technical & Functional Knowledge and Skills:

  • Sales Expertise: In-depth knowledge of retail sales processes, strategies, and techniques to achieve targets and grow market share in the construction industry except Cement.
  • Product Knowledge: Familiarity with uPVC and aluminum doors and windows or related construction products.
  • Financial Acumen: Ability to manage budgets, monitor collection, and analyze financial data.
  • Market Analysis: Proficiency in market research, competitive analysis, and the ability to translate insights into actionable strategies.
  • CRM Tools: Experience with Customer Relationship Management (CRM) software for tracking and managing customer interactions.
  • Supply Chain Management: Understanding of supply chain processes to ensure product availability.

Behavioral Knowledge and Skills:

  • Communication: Strong communication skills, both verbal and written, to interact with internal teams and external partners.
  • Problem-Solving: Ability to identify and solve complex problems related to sales and customer relationships.
  • Negotiation: Strong negotiation skills to secure favorable agreements with retail partners and distributors.
  • Adaptability: Flexibility to adapt to changing market conditions and adjust strategies accordingly.
  • Customer-Centric Approach: A focus on providing exceptional service and meeting customer needs.
  • Analytical Thinking: The capacity to analyze data and market trends for decision-making.

Key Performance Indicators

  • Lead generation and converting enquiries into sales.
  • Identify market potential & opportunities of assigned territory.
  • Implementation of the sales strategies of the business line in the assigned territory.
  • Meeting with MEP Consultants, Architects, Plumbing Contractors & Specifiers etc. to generate sales lead.
  • Meeting with dealers on frequent basis and support them in lead generation.
  • Target setting for channel partners and enabling them for profitable growth.
  • Development /Adaptations of all products in co-ordination with the Category managers and the advertising agency/internal creative resources.
  • Train and educate dealers time to time for on time customer solution.
  • Handhold new businesses partners and provide them with all the necessary support to sustain
  • and deliver.
  • Responsible for conducting dealer meets.
  • Regular interaction with cross functional team like Service, Plant team, Support etc.


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