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Business Head

Position Summary
Responsible for the overall strategic planning, execution, implementation and achievement of the Business unit’s strategic, revenue, profit and market share goals. Ensure the achievement of profitability targets as set out in the business plan.
Principal Responsibilities
Sales & Distribution
  • Achieving the Sales targets as per the Financial forecasts in respective Zones.
  • Build business by implementing the sales & distribution strategy with key focus on having distributors at all the major towns
  • Optimize current distribution strategy by changing over to a differentiated channel approach through sales activities, product mix with key focus      on Margins
  • Initiate the development of other distribution models for entering new channels
  • Monitoring & enabling sustained action plans basis the inputs for:
    • Stock requirements vs stock availability
    • Growing market share of principal partner
    • Sales performance & presenting analysis basis targets
    • Sales KPIs & deliverables with bifurcation at Regional & Territory levels
    • Stock-outs, Service Stocks
    • Primary & Secondary Sales
    • Validating sales schemes, Sales rankings, Sales related bonus, results of any special offer, Cash Discounts
    • Market Intelligence reports vis-à-vis impact on our sales
    • Selling & Distribution expenses with key focus on freight, marketing expenses
    • Revenue contribution (product wise) and presenting timely analysis for course correction
  • Distributor & Retail - Trade Management
    • Maintain relations with key distributors, top key accounts and other business relations;
    • Clear target to manage distributors & key accounts so as to meet sales & distribution requirements;
    • Evaluate distributors' performance and set the framework for negotiating targets, trade margins, terms and conditions;
    • Recruit and evaluate new distributors and key accounts before committing business;
    • Monitoring & taking sustained action plans basis the inputs for :
      • Channel Claims
  • Leading the Sales Force
    • Plan the optimal re-sourcing for achieving the targets set in respect to the Company's re-sources policy and budget;
    • Enforce clear discipline execution in all the commercial framework;
    • Advises sales managers / supervisors to optimize trade coverage planning, territory and route management and supply.
    • Maintaining a regular touch with SMs, SEs, and Promoters at the front line for better engagement & idea sharing.
  • Sales force-cast Planning
    • Play a key role in the sales force-casting process basis by the market & driven by demand management;
    • Own the process of providing insights on market trends, stock levels, both internal and within distributors.
  • Brand & Product Management
    • Deliver input on marketing trends and customer requirements concerning the brand portfolio;
    • Co-responsibility for driving the cycle planning with principals to get to better integrated brand activities and promotions;
    • Communicate the marketing & sales activity calendar to the sales & distribution force on a timely basis;
    • Implement visibility programs, aimed for brand building and development with the principal
    • Support the Marketing function on Pricing of products with qualitative insights on consumer behavior & market conditions
  • Budget & Operational Planning
    • Manage the sales operational budget and achieve the specific KPI;
    • Qualitative target setting of the Regions, Sales Heads & Area Sales managers.
Graduate in any discipline; MBA/PGDM added advantage
  • Excellent oral and written communication skills, plus a good working knowledge of Microsoft Office Suite is required.
  • Problem-solving and analytical skills to interpret sales performance and market trend information.
  • 15+ years experience in sales and Marketing in Mobility/ Handset industry.
  • Experience in developing business development and sales strategies business unit.
  • Excellent overall business management & operational skills including strong negotiating, influencing and relationship management skills
  • First response time
  • Unit PICKUP from customer
  • Same/next day delivery to service center
  • Same/next day delivery to Customer
  • In transit insurance


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