Sales Manager - Corporate Institutions

JOB ROLE

Sales Manager - Corporate Institutions

REPORTING TO

Sales Head- Corporate Institutions

TYPE OF ROLE

Individual Contributor Role

LOCATION

Corporate Office, Mumbai.

BU/ DIVISION

Alternate Channels- Institutions Sales

JOB PURPOSE

To achieve present and agreed primary sales target and profitability of assigned area.

KEY RESPONSIBILITIES

• To achieve and exceed 100% annual Sales Plan by value and by product category and thus ensuring that the company meets its market share objectives. Managing & expanding current business base into existing & new territories.
• Exploring new avenues of business in B2B corporate sales business. Funnel creation by way of generating leads for bulk requirements of corporates.
• Ensure sales forecasting and inventory arrangement. Create B2B segment wise plan and execution.
• Ensuring 100% collections as per the collection norms. Existing account servicing, creating new accounts, business development.
• Collect, analyses and disseminate information to field force and HO for competitor activities, Institution wise market share.
• Ensure every team member is aware of the market, pricing and promotional strategies of competitors & own company.
• Optimizing output by effective management of the frontline field force by monitoring TSM-wise performance (weekly /monthly /annual) and taking adequate steps to increase the productivity of each TSM.
• Eliminating accounts / partners complaints and settling complaints within lead times, as per norms and effectively monitoring performance, appraising and providing training to all team members.
• Manage ROI & profitability of assigned branches and ensure timely collections as per agreed terms.

6 - 8 years of experience in B2B sales - preferably from consumer durable and FMCG industry