Regional Sales Growth Lead — Dealer Network

Role:

• To drive the implementation of key sales initiatives, as planned, to grow the sales of Cama Electricals through the dealer network across the assigned area
• To ensure effective implementation of the Sales and Marketing plans of Cama Electricals in the assigned area while focusing on developing and building the market.

Job Responsibilities:

• Oversees sales of Cama Electricals for the assigned area with focus on:
• Achieves sales targets through market visit and liaison with dealers
• Ensures increase of secondary sales by monitoring visiting key customer visits and influencer meets
• Ensures billing as per trip schedule
• Takes responsibility for accurate sales planning and execution across assigned geography:
• Understands the Annual Business Plan for Cama Electricals and prepares Quarterly / Monthly sales plans for the organization, keeping in purview past sales trends
• Forecasts sales based on market intelligence
• Implements a structured sales management process
• Ensures appropriate cascade of the sales plan to the dealers through the team
• Reviews and tracks lead generation, lead conversion and actual sales, identifies variances and drives corrective actions
• Monitors market share and reach on a monthly basis
• Closely monitors despatch status to ensure on-time order fulfillment and post sales collections
• Tracks issue of credit notes for dealers and customers and resolves issues regarding the same proactively
• Escalates deviations beyond terms
• Drives business development in the assigned geography through marketing and promotions
• Understand the complexities of the market in the assigned geography and builds brand awareness by monitoring execution of marketing initiatives on the ground
• Identifies and onboards new channel partners
• Actively develops dealer connects and helps them drive secondary sales
• Drives execution of dealer schemes, consumer schemes, influencer meets, channel partner meets as well as distribution of POS material
• Performs credit appraisals, monitors credit and stock levels of channel partners.
• Ensures closure of dealer/distributor complaints
• Leads sales team to achieve growth
• Sets sales targets for all team members in sync with the business plan
• Reviews individual and team performance and motivates high performance as per plans
• Identifies training needs and facilitates training of the team to be able to handle requirements of the organisation, channel and market
• Drives implementation people policies in collaboration with the HR team
• Submits MIS at periodic intervals to report efficiency parameters with respect to sales, market reach and share in the assigned territory
• Participates in and promotes improvement projects involving cross functional collaboration
• Keeps self, updated through continuous learning and critical exposure to contribute to current and future business imperatives
• Performs all such duties required for this role as per the changing business requirements and strategic objectives of the Organisation