Purpose of the Role:
Drive annual sales targets across South India via distributor, dealer, and direct channels.
Optimize channel performance, customer experience, and after-sales service for revenue growth.
Lead regional team to achieve 20-30% YoY growth while aligning with national mattress strategy.
Responsibilities & Accountabilities:
- Sales Strategy Development: Formulate and execute the annual sales plan for South India, setting targets for distributors, dealers, and direct sales to achieve 20-30% YoY growth, aligned with national goals.
- Distributor Network Management: Recruit, onboard, and monitor 50+ distributors; conduct quarterly reviews to optimize primary off-take, incentives, and stockist performance across states.
- Dealer Sales Oversight: Build and expand a 500+ dealer network; drive secondary sales through training, merchandising support, and POSM deployment to boost in-store visibility and conversions.
- Direct Sales Leadership: Spearhead company-owned outlets and B2B direct Institutional sales; negotiate high-value deals and ensure 15-20% of total revenue from this channel.
- Team Performance Management: Lead a team of 20-30 ABMs/State Heads; set Goals, conduct monthly reviews, provide coaching, and address underperformance to maintain 95% target achievement.
- Customer Experience & After-Sales: Champion end-to-end customer journey; implement service SLAs for warranties, returns, and installations, targeting NPS >80 via feedback loops and grievance redressal.
- Market Intelligence & P&L Accountability: Analyze competitors track regional trends, manage regional P&L, and recommend pricing/product strategies; report monthly to national leadership.
Qualification and Skills Required:
- BE and MBA (Sales & Marketing) from Premium Institutes.
- 20 Years of experience in Sales and Marketing , prefer candidates with FMGC sector and Familiar with South India region handling experience.
- Good communication and negotiation skills.
