General Manager - Sales

Purpose of Job:

To lead, direct and motivate the sales team to achieve targeted top-line and bottom line objectives,

through proper sales planning, market promotion and operational budgets in the region

Principal Accountabilities:

Strategic responsibilities:

§ Increase of Market Share

§ Mapping the market

§ Regional Creation Realization

§ Region Rationalization

§ Implementation of franchise outlets across the zones

§ Refine primary and secondary level

§ Track competitors activities

§ Rationalization and opening of new warehouses

Operational Responsibilities

§ Implementing and achieving of budgets – sales, contributions, cost, inventory and

receivables

§ Plan & expand depth and width contribution

§ Implementation of systems & processes

§ Meets the sales objective by conducting regular review meetings with the Zonal Heads

and taking corrective steps to overcome shortfalls, if any.

§ Ensure data management of key accounts – projects, customers & dealers

§ Monitor Zonal head’s planning & also PJP of frontline review

§ Ensure working capital management in terms of aging, receivables, inventory, disposal

of slow moving and dead socks

§ Approve credit, prices and schemes

§ Plan & approve dealer network § Recommendation of commercial schemes § Ensure cost control under various heads § PSI § Prepare coverage plan of sales team to visit dealers, builders and architects Manpower Planning: § Manpower planning § Short listing of Zonal Head § Development, Motivation & Retention of Manpower § Ensures to keep the entire team focused and also discuss new initiatives § Ensure discipline § Ensure adherence to set procedures and policies Network: § Does proper mapping of network of dealers, sub-dealers, builders and architects § Increases width and depth of distribution by increasing reach and adding more dealers / distributors to our network Commercial § Ensures 30 days cycle and payments of dealers. § Ensures all projects are on advance payment or PDC § Keeps control over the Credit Period by keeping track of the Ageing Analysis § Keeps cheque bouncing cases under control § Counters competition by conceptualizing and implementing trade schemes § Issues credit notes and other dealer payouts by 15th of every month § To take proper approval for price support and project order § To ensure proper indenting of stock for availability to the sales team through PSI § Ensure statutory requirements of the company Realization § Ensures proper indenting of stocks so that the desired mix is achieved § Deploys and recommends inputs to a particular category to achieve optimum mix § Identifies customer who will fit our product profile (higher end) Product Visibility & Sampling: § Set Process for sampling to get maximum visibility at the same time reduce the sampling cost § Product Positioning § Ensure maximum visibility for the Brand by ensuring proper sampling at all dealer and sub-dealer outlets through promoters. MIS: § Keeps tab on competition pricing, new product launch and promotional activities § Gives feedback on trends and market share

Market Intelligence § Keeps a tab on competitor's activity viz. Pricing, new products, advertisement etc. § Trend forecasting § Tracking Market operating MOP’s § Market share

Qualifications & Experience Required:

• B.Com

• 20 - 25 years experience

• 5 years as the Pan India Sales Head

Skills Required for the Job:

• Functional and technical Skills

• People Management Skills

• Team Handling Skills