Territory Manager – Key Accounts

JOB ROLE Territory Manager – Key Accounts
JOB ID JRO0759
REPORTING TO Regional Manager- Trade Sales
TYPE OF ROLE People Management Role
LOCATION Corporate Office, Mumbai.
BU / DIVISION Consumer Products- Trade Sales

JOB PURPOSE
For a premium product range, lead the assigned geographical area and implement sales & growth strategies. Appointment of direct dealers & distributors. Meeting working capital requirements of the business. Manage &

monitor channel partners’ performance & sustainability.

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KEY RESPONSIBILITIES
Network expansion by appointing new direct dealers & distributors.
Eliminating the channel complaints and settling them within lead times, as per norms.
Ensure after sales service is provided by branch customer care team to all the counters thereby reducing product returns.
Ensure monthly account reconciliation & settlement of distributors/ dealers.
Ensuring timely liquidation of defective/ slow moving/ discontinued products as per organizational norms in collaboration with relevant departments.
Lead planning & execution of BU wise sales strategies for assigned geography.
Responsible for sales forecast for the area assigned.
Focus on secondary sales growth by implementing business goals namely, achievement of distributor-wise secondary targets, meeting numeric & weighted distribution objectives, channel correction, etc.
Monitoring of sales, collection & stocks on regular basis as budgeted.
Ensure profitability by focusing on the products with high margins based on guidelines.
Ensuring placement of new products as per commercialization strategy.
Sustain growth through SSSG ‘Same Stores Sales Growth’.
Monitor the billing process – product category v/s value wise on regular basis and ensure week – wise billing.
Maintain and nurture healthy business relations with all internal & external stakeholders and ensure long-term business objectives are achieved.
Ensuring implementation of retailer bonding program effectively.
Share feedback & on ground information about marketing/ branding initiatives undertaken by organization & competition.
Improve capability to use MIS reports made available for data based decision making.
Monitoring performance, sharing feedback, periodically reviewing progress. Striving consistently to add new responsibilities aligned to the business goals.
Display organization appropriate behavior at all times & encourage associates to follow the same. Propagate ‘Winning Culture’ behaviors in the organization.
Promote practices which lead to a healthy work environment for all stakeholders.
Practice inclusivity in all aspects while carrying out assigned responsibilities.
EDUCATIONAL QUALIFICATIONS
Graduation (any) or MBA/ PGDM (any)
WORK EXPERIENCE
3 – 8 years of relevant experience in premium Fans, Coolers or Appliances.
Industry Preference from Consumer Durables /FMCD
CERTIFICATIONS
NA
PREFERRED/ ADDITIONAL REQUIREMENT
NA
REPORTEES
–
INTERNAL / EXTERNAL INTERFACE
NA
BEHAVIORAL COMPETENCIES
Think Beyond
Put Customers First
Collaborate to Win
Develop Talent
Be the Best
Be Agile