Zonal Head Sales- West

JOB DESCRIPTION

BASIC INFORMATION

Role Title:

Zonal Sales Manager

Business :

Construction Chemicals

Department:

Sales

Age:

35 to 40 years

Grade:

B3

Designation:

Senior Manager

Qualifications

Educational :

Graduation and must have a Post Graduate, preferably an MBA

Professional :

14 to 16 years, preferably in the Building Materials Industry

ORGANIZATIONAL RELATIONSHIPS

Reporting Matrix:

Administrative Reporting:

National Sales Head

Functional Reporting:

National Sales Head

Roles Reporting to this position:

Administrative Reporting:

Area Sales Manager

Functional Reporting:

Area Sales Manage

ROLE

Zonal Sales Manager is responsible for the growth of market share, profitability & for making strategies to increase sales in his/her territory.

ACCOUNTABILITIES

1) Achieve sales volume and increase market share:

• Driving the sales in the region to increase the market share of Polymer business.
• Would be responsible to increase Net sales revenue.
• Drive sales strategy based on market information and insights received from the team.
• Conduct regular reviews with the team and monitor the sales (forecasting, planning and executing) so that the sales target for the region is achieved.
• Tracking of overdue collection and monitoring the ageing of outstanding
• Ensure outstanding (DSO) within specific limit.
• Monitoring of Credit given to customers for the region.
• To ensure cost incurred in the region for carrying business transactions are within the budgets.

2) Customer retention:

• Customer focus to ensure stability and long term relation to achieve repeated sales.
• Network expansion & customer satisfaction of the Existing Customers to ensure to reduce customer complaints.

3) People Management:

• Lead the sales team so as to ensure the targets are achieved on time.
• Train the team in various sales techniques so as to achieve higher targets.
• Retain his/her sales team.

MEASURES

• Employee retention percentage
• Deviation from planned budget.
• Market share percentage.
• Percentage of repeat business turnover/revenue.
• Network Expansion new dealer development

SKILLS

Behavioural Skills:

1) Leadership:

Takes informed decisions and calculated risks. Takes effort to develop his/her juniors / subordinates /peers to give their best & to take up higher responsibilities.

2) Planning & Execution:

Breaking the assignment into major milestones, and assigning timelines for each one, considering Risk factors in the planning process.

3) Negotiation Skills:

To keep margins, profitability & customer satisfaction high

4) Customer Orientation:

Should be customer-sensitive, take timely feedback from them and address their complaints immediately.

5) Analytical Skills:

Ability to identify the relationship between events that are not obviously linked to each other, and take corrective & preventive actions for all production functions in the plant.

6) Personal Effectiveness:

Is an initiator, takes ownership of the tasks allotted to him, and sticks to the timelines assigned.

Functional Skills:

1. Interpersonal relations and relationship management skills

2. People management skills, ability to drive, motivate and train the team

3. Strategic thinking and analytical skills

4. Result oriented and able to do detailed planning to achieve results

5. Skill in both written and verbal communication