Regional Sales Manager - Institutional Segment

Regional Manager - Institutional Sales

Roles & Responsibilities:

• Meet regional sales financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analysing variances, initiating corrective actions

• 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

• Provide recommendations on new distributor appointment and distributor management system

• Maintain sales records and track sales by ASMs, BDMs and distributors to effectively analyse the business and individual performance

• Channel Development for primary and secondary sales; channel management and expansion

• 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

• Compile and analyse region specific sales figures to derive sales trends and forecasts across products

• 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

• Compile and analyse region specific sales figures to derive sales trends and forecasts across products

• Provide inputs to regional branding execution manager for devising apt marketing initiatives for the region

• Ensure quick turnaround times for implementation of branding/marketing initiatives within the region

• Implement region specific trade promotional activities and coordinate for smooth launch of new products

• 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

• Oversee influencer management including setting of norms for plumber / architect meets and monitor sales team performance in accordance with set norms

• Liaise with major customer accounts and negotiate sales price and discounts in consultation with senior management

• Support projects sales by developing relationship with local builders and bringing in new project accounts through distributor networks

• Responsible for the planning, recruitment, direction, organisation, performance appraisal, control and motivation of area sales managers to accomplish specific sales objectives

• 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. 

Requirement:

• Years/type of experience: 12+ years in sales and marketing roles

• Educational Qualification: Any bachelor’s degree

• In-depth knowledge of sales and marketing, systems and methodologies

• Ability to lead, motivate and drive teams

• Presentation and Communication skills

• Ability to build relationships, Managerial skills, Analytical skills, planning ability, Influencing and Negotiation ability,

• Ability to drive results 

• Language: Fluent in English, Hindi and local language

Experience Level

Mid Level