Channel Sales Executive

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.