Regional Head - Channel Sales (Building Materials)

Regional Head - Channel Sales - Building

Sales Planning, Achievement and Reporting
1.Meet regional sales financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analyzing variances, initiating corrective actions.
2.Develop and implement region specific action plans, establish sales objectives by creating a sales plan and quota for areas in order to maximise revenue growth in all company’s products.
3.Provide recommendations on new distributor appointment and distributor management system.
4.Maintain sales records and track sales by ASMs, BDMs and distributors to effectively analyze the business and individual performance.
5.Channel Development for primary and secondary sales; channel management and expansion.

Market Intelligence and Analysis
1.Maintain up-to-date understanding of industry, evaluate market trends and gather competitive information, technical developments and government regulations that effect target markets and provide updates to Zonal Heads on a periodic basis.
2.Compile and analyze region specific sales figures to derive sales trends and forecasts across products.

Activations & Launches
1.Provide inputs to regional branding execution manager for devising apt marketing initiatives for the region.
2.Ensure quick turnaround times for implementation of branding/marketing initiatives within the region.
3.Implement region specific trade promotional activities and coordinate for smooth launch of new products.

Relationship Management
1.Establish & maintain contacts with developers, regional industry/influencer bodies and associations, key distributors that lead to sales, follow up on sales leads and develop leads.
2.Oversee influencer management including setting of norms for plumber / architect meets and monitor sales team performance in accordance with set norms.
3.Liaise with major customer accounts and negotiate sales price and discounts in consultation with senior management.
4.Support projects sales by developing relationship with local builders and bringing in new project accounts through distributor networks.

Resource management and development
1.Responsible for the planning, recruitment, direction, organization, performance appraisal, control and motivation of area sales managers to accomplish specific sales objectives
2.People Development - Educate and train sales team (self + through corporate sales training) in the areas of selling & communication skills, sales of emerging products and multi-product sales, profitability analysis, presentation skills etc.

Experience Level

Executive Level