Regional Manager

4 weeks ago

Chennai, India Bajaj Electricals Full time

Job Description

JOB ROLE

Regional Manager - Sales

Development

JOB ID

JR2846

REPORTING TO

National Sales Development Manager.

TYPE OF

ROLE

People Management Role

LOCATION

Chennai

BU / DIVISION

Consumer Products- Trade

Sales

JOB PURPOSE

To lead & drive the following pivots in the Zone like- GTM and Distribution, R Rollout & Sustain RREP processes, Sales Capability, Sales IT.

KEY RESPONSIBILITIES

  1. Ensure about new distributor appointment as per plan.
  2. Ensure new dealer appointment as per plan.
  3. Focus on churn retailers/ zero billed retailers and get them into active retailer base.
  4. Beat planning of TSMs and ensure adherence.
  5. Beat planning of DSOs and ensure adherence of the same.
  6. Ensure right outlets are part of the beats.
  7. Focus on increasing distribution reach.
  8. Focus on driving share in weighted outlets.
  9. Look at different GTM models that will help optimize cost to serve and overall retailer satisfaction.
  10. Focus on weak geos/clusters and provide support to get them back on track.
  11. Ensure that same store growths are healthy.
  12. Ensure governance of principles laid down – system hygiene, quality of servicing, pricing hygiene, etc..).
  13. Sustenance of weak distributor. Devise performance improvement plan and implement.
  14. Sustenance of low performing DSOs, devise performance improvement plan and implement.
  15. Making the channel and the team aware of the BPR concept and execute the BPR norms.
  16. Focus on driving process efficiency indices – productivity %, range, new outlet expansion, etc.
  17. Implement the JBP – joint business planning process with the distributors.
  18. Responsible for the lifecycle of DSOs from hiring to induction to retention.
  19. Ensure that the sales call process focused on value-selling is followed diligently by all in the team.
  20. Lead and drive the OJT (On the Job Training) for the TSMs.
  21. Ensure all DSO vacancies are plugged within the TAT.
  22. Ensure all TSM vacancies are plugged within the TAT.
  23. Ensure weekly reviews of DSOs.
  24. Ensure monthly meets are taking place as per the cadence (ZH-RM review meet, RM-TSM review meet, TSM – DSO review meet).
  25. Ensure deployment of digital tools – DMS/SFA/Retailer App/ Power BI etc.
  26. Ensure adoption of all digital tools.
  27. Resolution of open issue regarding DMS/SFA with the concerned teams.
  28. Benchmark best-in-class practices in the sales IT domain and see how these can be incorporated here.

EDUCATIONAL QUALIFICATIONS

Graduation (any) or MBA/ PGDM (any)

WORK EXPERIENCE

10 -12 years of work experience in channel sales, sales development.

CERTIFICATIONS

NA

PREFERRED/ ADDITIONAL

REQUIREMENT

NA

REPORTEES

-

INTERNAL / EXTERNAL INTERFACE

NA

BEHAVIORAL COMPETENCIES

  • Think Beyond 
  • Put Customers First 
  • Collaborate to Win 
  • Develop Talent 
  • Be the Best 
  • Be Agile

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