Roles and Responsibilities
Position description - Purpose Position
q To deliver top line growth by selling Company CVPs to preferred segments through a network of selected & committed distributors, in line with Company’s HSSE policy and Company General Business Principles.
q To manage all Distributors as profit centers by adding value to their business with a partnership and process driven approach, by creating cross-functional business linkages with them, and by making them considering Company as their preferred business partner
Position description - Accountabilities
q Ensure that Distributors recruit, develop, motivate and retain a sales force in line with Company’s expectations and deliver sustainable performance and provide appropriate support for grooming sales of the distributors
q Ensure each Distributor is aligned on goals, capability, business focus and capital resources to maximize Company business and agree a multiyearly Business Plan that is fully aligned with Company Marketing strategy and targets and deliver activities that allow to deliver performance and to develop profitable and sustainable business for both Company and Distributors.
q Agree, monitor and achieve targets, for both new and existing Distributors and contribute to the overall team performance Financial performance indicators: Volume, Revenue, Credit DSO and Controllable Costs Sales Productivity performance indicators: Multi Year Business Plan, Monthly Reviews, SPANCOP Management, maintain healthy Hit Rate & Cycle Time, achieve Revenue and profitability per Distributor.
q Implement Company Distributor Value Proposition (DVP) in order to increase Mind Share to Company from Distributors such like: a. Provide Sales Support by visiting Distributors key accounts and by engaging all functions in Company that could help at delivering customer promise. b. Act as business consultant, to efficiently manage relations with the Distributors and to audit/improve financial performance ratios c. Deliver agreed marketing programs and materials to increase the value to Company and Distributor through a range of cross-sell, up-sell and new-sell activities.
q Ensure linkages with marketing team by implementing Marketing Plan (CVP, Pricing, Brand & Communications campaigns) and by monitoring and reporting market trends and competition initiatives, strengths and weaknesses.
q Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction.
q Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure.
Position description - Special Challenges
q Ensure that Distributors are structured and organized to offer Company CVP and deliver customer promise to targeted segments in a way that create new business and maintain/develop existing accounts.
q Leverage Distributors Value Proposition (DVP) components according to Distributors expectations and motivations in order to maximize mind Share.
q Assess Distributors staff core competencies and arrange training and coaching action plan accordingly. Deliver operational training to Sales Staff on Company CVP, SPANCOP, and Selling Skills.
Desired Candidate Profile
q Achieve the Volume, DSO and Net Realisation targets for the company.
q Manage and grow our Morbi distributor (largest B2B distributor).
q Appoint a new distributor for Kutch region.
q On board the newly appointed distributor in Rajkot.
q Grow business in Ahmedabad territory, add more channel partners if required.
q Competency development of DSRs and distributor team building.
q Maintain a healthy ROI for Gulf and distributors by working on various profitability measures.
q Ensure HSSE, legal compliance and ethical ways of working is maintained for Gulf in the territory.
Perks and Benefits
Salary: Not Disclosed by Recruiter
Industry:Oil and Gas / Energy / Power / Infrastructure
Functional Area:Sales, Retail, Business Development
Role Category:Retail Sales
Role:Sales/Business Development Manager
Desired Candidate Profile
UG:B.Tech/B.E. - Any Specialization
SV Management Consultants
SV MANAGEMENT CONSULTANTS is a leading, fast progressing Manpower Recruitment and Executive Search firm in Central India. SVMC was born at the epicenter of a group of qualified and experienced industry professionals in the year 2000. Since then, we have been providing our services to various sectors all over the country and become popular amongst Companies and Jobseekers everywhere.
Contact Company:SV Management Consultants
Address :Contact Number - 7828833218
Reference Id:SVMC - 1130