Regional Manager West

Job Description:

Position Title: Regional Manager West
Department: Sales and Marketing
Location: Mumbai / MMR
Reports To: GM Sales / Vice President
Reporting to you: field sales – 2 / 4 individuals, 1 back office support

Key Performance Areas
• Achieving Sales Target of entire product range in the assigned region by effectively leading the team
• Receivables Management – Timely collection of outstanding and ensuring it does not go beyond 30days overdue at any point in time.
• Management Reporting on Sales Performance – Weekly sales reports, monthly sales projections & sales analysis, quarterly forecasts, sales to expense ratio
• Team Management – guidance on sales planning and helping the team to achieve their sales targets; handling interpersonal issues; mentoring the team for better performance; be a bridge between corporate/product team and front-line sales team; provide relevant product and sales training; set and monitor individual KPIs.
• Customer Management – build rapport with decision makers, help the team to add new customers, help strengthen and manage the distribution network, key account management, regionally anchor the national supply contracts, conceive and conduct customer engagement events within the region to accelerate business development
• Managing Competitive Intelligence – keep a track of competitor’s activities in the region, build coordinal relations with the industry peers, report all competitive developments which have an impact on the

Job Description and Responsibilities

1. Strategic
• Prepare and secure approval of a Business Plan to achieve the Sales and Growth Targets
• Provide monthly / quarterly / annual sales forecasting and other reports
• Implement CRM reporting norms and ensure compliance
• Conduct Competitive analysis and provide regular updates
• Nurture the team and guide them to achieve their KPI set by you

2. Operational
• Responsible for achieving revenue against set sales target for the region (self and subordinates) from Govt and Private Customers
• Ensure quick response to sales leads and customer enquiries and build sufficient offer base to meet the target, work to convert the offers to orders
• Work closely with SBU heads to implement strategic plan in the region
• Assess existing distribution network and appoint new distributors to improve coverage
• Extend technical support to team and distributors and to subordinates through joint calls and guidance
• Periodically review distributor performance and take necessary steps to meet defined goals
• Finalise and update client list regularly for region to increase customer base
• Ensure highest service levels at Key Account and increase sales revenues year on year
• Attend to all customer complaints and resolve the issues through personal involvement
• Identify important tenders, develop a winning strategy jointly with Business heads and Sales Head and actively anchor the necessary liaison during tender process
• Attend Pre- bid tender meetings, coordinate and assist sales coordinator for requirements for any tender documents. Knowledge of tendering process & framing specifications.
• Be update with product knowledge and conduct site surveys and product demos as necessary
• Meet the Receivable goals by ensuring timely collection and keeping outstanding under check at all the time with extra attention to close legacy cases
• Coordinate for exhibitions, seminars, road shows in the regions for the customers.
• Conduct customer or training seminars as per the requirement of regions with the help of BMD / Product specialist from HO.
• Ensure the confidentiality of the customer list, mailing lists and other sensitive company information.

3. Administrative
• Keep track of team’s attendance, leaves, etc and submit the same to HR department
• Ensure upkeep and maintenance of the office premises
• Handle employee joining and exit formalities in coordination with HR department
• Handle interpersonal issues/grievances within the team and keep the management informed on all such developments

4. Reporting
• Submit weekly / Monthly MIS reporting as agreed with your manager e.g sales projections, sales call report
• Prepare a monthly travel plan for self and subordinates and seek approval from your manager, to ensure complete coverage of the assigned territory and distributors
• Ensure compliance of CRM and ERP expectations
• Ensure weekly submission of sales call reports to your manager at the end of the week along with a visit plan for the following week
• Timely submission of expense reports for entire team

Candidate Profile: Qualification & Experience
• Engineer with or without MBA
• 10-12 years of experience in Industrial Sales, at least 5 years in Mumbai area with outstanding sales achievements; experience in safety industry will be preferred
• Knowledge of customers in Western states
• Excellent relations with decision makers and knowledge of industrial distribution in West Regions
• Demonstrated leadership experience (3-5 years)
• Analytical and decision making skills
• Effective communication and presentation skills; command over regional languages