Institutional Sales Manager

3 days ago

Delhi Ludhiana NCR Varanasi, India USHA International Full time US$ 6,00,000 - US$ 12,00,000 per year

FRONTLINE SALES PERSON (FLSP)

INSTITUTIONAL BUSINESS DEPARTMENT

Summarize as to why this Role exists & how it contributes to the overall objectives of the

organization

1. Responsible for implementation of the sales strategies of the business line in the

assigned territory

2. Achievement of the sales target for the territory through an effective implementation of

institutional orders

3. Achievement of AOP nos. of assigned territory & product line through proper identifying

the universe, managing prospectus and maintaining customer pipeline.

4. Enhance market shares by enforcing the right institutional partners selection and increasing

the customer base in the assigned territory

Expectations from the Role / Job

MAJOR ACTIVITIES

END RESULTS

Sales Target (AOP)

Achievement

Achievement of AOP sales targets adhering the sales strategies of the

BU

Responsible for identifying universe, maintaining pipeline of customers

and managing hot prospectus for sales

Identify opportunities for generating business

Focus on both products with higher gross margins and repeat orders

Maintaining DFS accuracy by effective utilisation of APO and BI reports

Manage existing institutional customers & constantly look for new

institutional customers to ensure achievement of sales objectives

Allocate the total sales target on a territory-wise/town-wise basis for the

sales staff on month-wise basis

Ensure continuous increase in the numbers of customers/prospectus

in the Companies Universe

Network Management

Play an instrumental role in selection and appointment of new business

partners

Maintain good relations with key institutional customers and have a

pre-decided standard frequency of visiting them

Take necessary corrective measures and expansion steps (across all

towns and districts) for enhancing the market share& reach in the

Institutional segment

Provide adequate support to new partners and ensure their

engagement, productivity & continuity

Operational Efficiency

Improvement

Maintain payment terms as per the norms of the BU

Seamless coordination with the cross functional team HR, Sales

Administration, IT, Supply Chain, Service for smooth running of

operations and meeting the market commitments

Address the pain-points of business partners and provide timely

resolution. In case of any bottlenecks, escalate the issues involved to

reporting manager

Providing regular feedback to HO on any new market development /

competitor activities / improvement in the existing product range /

service delivery / POSM for enhanced customer satisfaction

¢ Responsible for preparing & maintaining various reports/data and

providing HO & Region a meaningful insight along with factual data.

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