Institutional Sales Manager | Interio by Godrej | Delhi

1. Business Growth & Revenue Achievement

• Deliver sales volumes, revenue, and contribution targets in line with annual business plans.
• Identify and capitalize on growth opportunities across existing and potential markets.
• Drive market penetration through effective customer engagement and channel development initiatives.
• Monitor market trends, competitor activities, and customer requirements to develop actionable business strategies.
• Ensure achievement of monthly, quarterly, and annual business objectives.

2. Working Capital & Profitability Management

• Ensure timely collection of receivables and maintain healthy debtor days through regular customer follow-up.
• Collaborate with customers and internal teams to resolve payment-related issues and expedite collections.
• Optimize inventory levels and manage discount structures to maximize profitability and contribution margins.
• Ensure timely submission and validation of invoices, claims, and supporting documents to facilitate payment processing.
• Drive initiatives to improve cash flow and working capital efficiency.

3. Channel Partner Management & Market Expansion

• Develop and strengthen channel partner capabilities to improve business performance and customer coverage.
• Identify, evaluate, and onboard new channel partners aligned with business growth objectives.
• Build strong relationships with existing channel partners and ensure sustained engagement.
• Drive channel productivity, business expansion, and market share growth.
• Monitor channel performance and implement improvement plans to enhance effectiveness and profitability.

4. Key Account Management

• Build and maintain long-term relationships with strategic customers and key accounts.
• Understand customer business needs and provide value-based solutions to enhance customer satisfaction.
• Develop account growth plans to increase wallet share and business volumes.
• Act as the primary point of contact for key customers and ensure timely resolution of business concerns.
• Drive customer retention and identify opportunities for cross-selling and business expansion.

5. Customer Experience & Process Excellence

• Strengthen customer relationships and continuously expand the enquiry and opportunity pipeline.
• Maintain accurate and complete business records, reports, and documentation in compliance with organizational requirements.
• Ensure adherence to established sales processes, policies, and governance standards.
• Collaborate with cross-functional teams to improve service levels and customer experience.
• Drive continuous improvement initiatives to enhance operational efficiency and business effectiveness.

6. Organizational Excellence & Compliance

• Contribute to Enterprise Risk Management initiatives by identifying risks and supporting mitigation plans.
• Drive operational excellence through the adoption of TPM, Kaizen, 5S, TOC, GreenCo, CII Business Excellence, and other continuous improvement methodologies.
• Ensure strict compliance with statutory requirements, company policies, and internal control processes.
• Participate in business improvement projects and organizational initiatives to enhance overall performance.
• Foster collaborative working relationships across functions to achieve business objectives.

Key Performance Indicators (KPIs)

• Achievement of sales volume and revenue targets.
• Contribution margin and profitability enhancement.
• Collection efficiency and reduction in overdue receivables.
• Channel partner productivity and expansion.
• Growth of key accounts and customer retention rate.
• Market penetration and enquiry generation.
• Compliance adherence and audit effectiveness.
• Implementation of operational excellence initiatives.

Requisite Qualification

Essential

• Bachelor's Degree in Engineering or Graduate in any discipline.

Preferred

• Bachelor's Degree in Engineering or Graduate in any discipline with MBA (Marketing).

Requisite Experience

Essential

• 4+ years of relevant experience for Engineering Graduates.
• 6+ years of relevant sales, channel management, or business development experience for Graduates from other disciplines.

Competencies & Skills

Functional Competencies

• B2B Sales and Business Development
• Channel Partner Management
• Key Account Management
• Commercial Acumen & Working Capital Management
• Negotiation and Influencing Skills
• Customer Relationship Management
• Market Intelligence and Opportunity Identification

Behavioural Competencies

• Result Orientation with Execution Excellence
• Customer Centricity
• Stakeholder Management and Collaboration
• Analytical Thinking and Problem Solving
• Ownership and Accountability
• Adaptability and Continuous Improvement Mindset
• Effective Communication and Relationship Building