Role Identifier

Job Title: Regional Sales Manager - East

Business: Laminate

Deputation Location: Kolkata

Band: 3

Reporting To: Chief Sales Officer

Role Objective

The Regional Sales Manager oversees all sales activities within a designated region, manages a team of sales representatives, and drives revenue growth by implementing effective sales strategies. This role requires strong leadership, strategic thinking, and a focus on achieving sales targets.

Job Responsibilities

Sales Strategy and Planning:

Develop and execute sales strategies to meet and exceed regional sales targets.
Analyze market trends, customer needs, and competition to identify growth opportunities.

Team Management and Leadership:

Recruit, train, and manage a regional sales team, setting clear sales targets and goals.
Provide guidance, coaching, and performance evaluations to the sales team.

Business Development:

Build and maintain strong relationships with key customers, clients, and partners in the region.
Explore and pursue new business opportunities to expand market share and increase sales revenue.

Sales Operations Management:

Oversee day-to-day sales operations, ensuring adherence to sales processes and policies.
Monitor sales metrics, analyze performance, and prepare reports for management review.

Customer Relationship Management:

Ensure high levels of customer satisfaction by addressing customer queries and concerns.
Implement strategies to improve customer retention and foster long-term relationships.

Budgeting and Forecasting:

Develop and manage the regional sales budget, forecasting sales volumes, and tracking expenses.
Monitor financial performance against targets and take corrective actions as necessary.

Market Analysis and Reporting:

Analyze regional market data, customer feedback, and sales reports to identify trends and opportunities.
Prepare and present regular sales reports, forecasts, and analysis to senior management.

Key Performance Indicators

-Primary Revenue value - HPL Target

-Primary Revenue Vale - LPL Target

-SLC Value to the total sales Value

-Project/OEM Pipeline Health

-Ket Outlet Program Performance

-ND Expansion - Coverage across retail, AIDS and OEMs

-Primary Collection as per defined Cr. Days

-Reduction in Employee Leaving within 1 Year

-PJP effectiveness and adherence

Internal Stakeholders

National Sales Head
National Sales Director
Regional Accounts Team
Regional Supply Chain Management Team
Regional IT Team

External Stakeholders

Distributors
Business Partners
Senior Industry Influencers & Customers
OEM's

Desired Position Qualification

Should have definitely worked in respectable B2C brands in the Building Material Industry (Specially working with Laminate organization)
Should have worked in an ERP environment, and should have working exposure to Sales automation tools (SFA) & IT tools – Distributor Management System (DMS), and CRM
Should have had exposure to world class systems & processes
Should have working knowledge of Influencers like Contractors and Architects, along with deep understanding of Channel
In Sales function, should have worked as a Sales leader, managing 2 or more states , and leading large teams
Should have worked with a Large Channel network, across T1/T2/T3 towns
Should have exposure to managing Distributors, as well as managing Large dealers
Working experience in managing both Retail and projects necessary

Desired Education Qualification

MBA / PGDBM – Regular from a Tier II College will be preferred.