Regional Sales Manager

A leading building material (Pipes and Fixtures) company is seeking an RSM in Chennai to join their team

1) MBA in Sales & Mktg. from a reputed & recognized University / Institute

Experience 15 20 years

Age up to 47 yrs

CANDIDATES FROM CEMENT, GLASS, CERAMICS AND PLYWOOD NEED NOT APPLY

1) Understanding of different types of polymers & their application (Preferable)

2) Expertise in Sales Planning & forecasting, Retail operations, Dealer & Distributor management

3) Sound knowledge of market research, market mapping & product pricing

4) Sound understanding of Brand Positioning / Product Promotion

5) Strong analytical skills

1) Proven leadership ability

2) Excellent communication & interpersonal skills

3) Ability to influence & negotiate

4) Organizing skills

5) Strong people management skills

Principal Accountabilities

Responsibility

Sales planning & execution

Supporting Activities

1) Formulate the states annual, quarterly and monthly sales targets in line with the Organisational objective.

2) To ensure the achievement of the targeted sales (category wise/VAP) and regular monitoring of the same.

3) To implement strategies for market penetration for new product lines as well as increasing the share of the existing products.

4) Ensure periodic review of all business processes, parameters and performance and devise suitable action plan and ensure its implementation.

1) Ensure the achievement of product realization

Profitability

Per Kg target (Category-wise Realisation).

1) Ensure ontime cash flow by reducing total outstanding days.

sales

Debtor management

2) To analyse the overdue collection / outstanding on monthly basis and accordingly

creating action plan for the customers as per the credit policy.

individual

Customer Delight

1) Ensure proper monitoring & achievement of OTIF as per the target.

2) Work in close coordination with other internal department/teams to resolve customer queries/issues to meet customer satisfaction/service levels.

3) Engage, educate & nurture existing partner relationship through regular visits, trainings/

exposure visit etc.

1) Ensure proper planning for the effective

Brand positioning

Market Intelligence

execution of various branding & promotional activities.

1) Conducting competitor analysis & monitoring competitor’s activities.

2) To devise effective counter measures for maintaining competitive edge.

sales

Network Expansion

1) To develop & expand the retail network to enhance product reach & business targets in allignment with the strategy

2) Conducting dealer mapping survey

for assessing the market potential in coordination with external agency.

1) Drive a culture of performance - set goals, review and manage performance and provide constructive feedback to the team.

2) To provide handholding support to the new joinees to ensure smooth onboarding &

Team development

acclimatization Culture.

with the

Organisational

3) To ensure that the nominated employees

attend trainings & take the retention tests.

knowledge

4) To ensure that employees who have been imparted training are implementing the learnings & to review the same on monthly basis.