Manager - One Retail & Intl Sales

Job Title Regional Sales - One Retail Function Sales Reporting to Regional Sales Head1. Purpose

Responsible for driving the regional revenues of a product/ product category through effective sales process management

2. Key Responsibilities Responsibilities Strategic

· Support Regional Sales Head in developing the short term and long term sales plans for the region in terms of revenues (product mix, volumes, profitability, number of customers, key accounts etc)

Financial

· Monitor product sales performance in terms of actual sales growth and profitability as against targeted numbers. Take appropriate steps to reduce deviations, if any

· Ensure product yield targets in the region; Identify issues, if any, and develop plans to meet the set yield targets

Operational

· Drive product revenues in the region through the branch and area sales teams; Oversee the entire product sales management process in the region and resolve issues, if any

• Develop and implement product-specific sales and marketing plans for driving revenues, market share and profitability of the product in the region
• • Ensure adherence to the product pricing guidelines in the region
• Ensure updation of prospects details in Saffire software package on a daily basis
• Drive sales force effectiveness of the product sales teams by supporting sales capability building initiatives in the region
• Support Product Head in designing sales promotion schemes for the product to drive their revenue; Execute such schemes in the region
• Support Product Head in developing long term and medium product plans, taking inputs from customer feedback, market intelligence, etc.
• Identify opportunities for any modifications/changes to existing products to meet customer requirements and forward the same to Product Head
• Identify value added services that can be provided along with the product, resulting in increase in profitability and forward the same to Product Head

People

• Provide direction, guidance and support to functional employees in the region to help them discharge their duties effectively
• Ensure that the function in the region is adequately staffed as per the manpower requirements

3. Key Result Areas and Key Performance IndicatorsS.No Key Result Areas Key Performance Indicators

Growth in Regional Revenues:

· % achievement on product-wise revenue targets in the region

· Achievement of yield targets (Yield / piece) for the product

2.

Drive Market Growth:

· % increase in revenues from certain identified Industry Segments (e.g. Automotive, Life Sciences, etc.) within the region

· % increase in revenues from SMEs

3.

Drive Sales capability, productivity and adherence to process

· Adherence to Sales KPIs

4.

Ensure Effective Development of New Products:

· Support in new Product Development and launch in region as per plan

5.

Ensure Performance Driven Culture:

· Adherence to Performance Management system timelines and guidelines