Implement the sales and marketing strategy for the business unit in the defined territory. Monitor entire sales activity against goals in order to achieve the annual sales targets and ensure high market share in the zone/area. Lead initiatives for expansion of the product & customer base, and fulfil customer demand within the assigned territory
Roles & Responsibilities
Nature of Contribution:
Sales Planning & Strategy for territory & product category
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- Understand and derive on-ground strategy for expansion & retention of the customer base in the defined customer segment (category A or B&C) in the allocated territory
- Plan sales events, visits, workshops, etc. for the territory, based on the allocated budgets and targets
- Allocate institutions within the territory among sales representatives and assign individual targets to the team
- Provide inputs for accurate and periodic demand planning to the regional sales head
Monitor & guide area sales
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- Support sales representatives in driving sales and managing collections/returns from customers for key/concerning clients
- Monitor and report progress on sales targets and forecasts for the assigned product segment and territory on a periodic basis
- Responsible for driving sales, retention, collection, and returns management in key institutions in the region
- Drive reduction in DSO and returns from customers, as well as increase in collections within the credit period in the territory
Market Intelligence
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- Drive collection of market feedback on the existing products under the S. Chand banner and provide relevant inputs for improvement to the Regional/National Sales Head
- Conduct market intelligence analysis and stay abreast with competition and trends in the industry
Customer Relationship Management
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- Engage closely with the distribution network in the territory to ensure sufficient availability of S. Chand products in the market
- Focus on building strong relationships with existing/potential customers and get directly involved in customer acquisition and retention for key/difficult customers as highlighted by sales representatives
- Focus on developing a strong brand establishment & penetration for the business’ product and promote positive relations with all business partners (distributors, retailers, vendors) in the territory
- Establish and deploy service level agreements with various consignees and distributors
Sales Process Efficiency
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- Monitor and review performance of sales representatives in the region
- Build MIS and other daily, weekly, monthly reports (with inputs from Sales Representatives) for the Regional Head to review
- Maintain a database of customers detailing number of visits, response, probability of acceptance, contact details, etc. and drive updation of the same by Sales Representatives as well
Role Competence
Qualifications: PG/ Graduate.
Overall: 5-6 years of work experience
Regional Diversity/Specificity: –
Functional Diversity/Specificity: 5-6 years of work experience in Sales Domain
Sectoral Diversity/Specificity: 5 -6 yrs of exp in Publishing Sector
