Sales

Position: Head – Sales

Job role / responsibilities

• Understanding the long term business growth objectives and converting them into specificinterim strategies, plans and action areas for the sales team

• Planning revenue protection activities for each market segment every month and executingthe same accordingly

• Identifying various publications and monitoring the same for requests for tenders, andresponding to them or RFPs/RFQs etc based on client requirements and schedules

• Ensuring achievement of top line for the business by growing existing markets and enteringnew markets or product segments

• Creating systems, processes and reporting formats to map client personnel for managingrelationships with them and ensuring that the team is gathering and documenting necessarydata related with the same

• Conducting periodic market visits to gather inputs on the competitive and market scenariofor provisioning in the business plans and decisions

• Identifying various channel development initiatives and action areas required and ensuringtheir implementation through the concerned sales personnel for concerned B2C productsand markets

• Identifying new markets and growth opportunities focusing on various geographies(domestic and international), product offerings and industry sectors with Marketing teamand providing guidance to the Sales team accordingly for their execution

• Conducting fortnightly reviews of sales of all products with the concerned sales managersand providing interventions and strategies based on their performance

• Identifying development needs of the team and ensuring completion of the individualdevelopment plans

• Setting goals, monitoring performance and coaching of team

• Providing inputs for formulation of sales processes and ensuring adherence to the same byall personnel in the sales team

• Monitoring and ensuring completion of product delivery, collection and administrationrelated activities/processes to protect revenues for the organization

• Negotiation of contractual and service level norms with client organizations based on thestandards fixed by the company and its finalization and documentation

• Conducting joint reviews of other functions covering customer-facing activities like Delivery,Customer Service, etc and identifying possible issues and action areas for their resolution

• Conducting profitability analysis for products or markets with top management andensuring that their profitability is not affected due to sales action plans

• Conducting monthly reviews of sales achievement with sales team and identifying specificcorrective actions required for different regions/product segments• Conceptualizing sales promotion plans/schemes for the B2C segment as required by themarket and facilitating their designing and rollout at appropriate times• Providing decisions to sales team on pricing, discounts, quantity, delivery commitmentrelated areas to the sales team

• Managing relationships with key accounts generating more than Rs. XX lacs/month andother large accounts for the company

• Coordinating with other functions to highlight/address any inter-functional issues

• Conducting periodic process reviews identifying areas needing modification in the SOPs andensuring their completion and adherence by all personnel in the team

Position: Manager –Channel Sales

Job role / responsibilities

• Creating sales plans and executing them for attracting new distributors, agents and retailersfor B2C products as required by the business growth objectives

• Supporting Head – Sales in executing strategies for achieving monthly, quarterly and annualsales targets

• Coordinating with internal sales admin and accounts teams to ensure that alldocumentation related to sales activities are completed on time

• Gathering inputs from various channel constituents on their needs, requirements and issuesfaced in selling company’s products and identifying solutions which can create a win-win forboth the company and channe

l• Implement systems to manage and streamline channel activities for respective regions

• Gathering requirements of customers and ensuring coordination with production team fordelivery• Managing relationships with existing stockists, distributors, agents and retailers andidentifying up-selling and cross-selling opportunities across products

• Providing market inputs to and coordinating with Marketing team for creation of schemesand promotions and executing them at ground level• Monitoring and ensuring closure of issues faced by stockists, distributors, and retailers

• Ensuring that all volume sales targets for each product are met every month• Monitoring dues expected from agents, distributors and retailers, if any, and ensuring thatthe same is communicated to internal sales coordination ad accounts teams

• Issuing sales orders to agents, distributors and retailers on time and informing the plantwarehouse teams about approval of despatch

• Providing direction, and guidance to Channel Sales team members in understanding evidentand underlying issues at channel locations and providing decisions to resolve them

• Gathering and providing ground level competition intelligence to Head – Sales for creatingvarious countering strategies from time to time

• Prepare, review and submit reports and MIS periodically and highlight concern areas andpossible solutions to senior management

• Collecting market inputs from sales executives on movement of company and competitorproducts and proposing initiatives to address the same

• Ensuring that necessary documentation for all sales orders is complete and available withthe company for auditing purposes

Position: Executive – Channel Sales

Job role / responsibilities

• Meeting various distributors, agents and retailers and communicating the sales schemes andtaking new sales orders for various products and brands

• Interacting with distributors, agents and retailers to understand their issues with theproduct sales in their regions

• Monitoring dues expected from distributors, agents and retailers and ensuring that thesame is communicated to internal sales admin team

• Following up with sales admin team to resolve any issues for incentives, commissions andclaims payable to distributors, agents and retailers

• Issuing sales orders to distributors, agents and retailers on time and following up forreceiving payments for the same in case of any delays

• Monitoring the despatch of products to distributors, agents and retailers based on theirsales orders and ensuring completion of despatches by the Despatch teams based on thetimelines

• Responding to any queries raised by the distributors, agents and retailers for the billinginformation/details and reporting the same to the Manager –Sales

• Ensuring that all daily and monthly sales targets for each product are met

• Gathering and providing ground level competition information to Marketing team forinitiating various countering strategies from time to time

• Prepare, and submit reports and MIS daily as required and highlight concern areas andpossible solutions to Manager – Sales for their review and feedback

• Adhering to business development processes and methodologies and utilizing collateralsdefined by the business in sales calls

• Managing relationships with existing distributors, agents and retailers and identifying upsellingand cross-selling opportunities with them

• Following up with distributors, agents and retailers in case of incomplete salesdocumentation and closing all issues