National Sales Manager

Objective :- Responsible to achieve sales revenue and market share targets through effective sales strategies and execution.

Responsibilities

Sales Budgeting

• Develop an All-India Sales plan and Forecasts region wise in line with the Business Plan. Provide break up the plan/forecast quarterly and monthly

• Develop Sales Strategies/initiatives to achieve aggressive growth for each region.

• Develop customized and localized sales strategies, tactics to overcome competition and acquire market share.

• Define and implement strategies for market penetration and extraction by identifying and influencing prospective Distributors /Dealers Identification & appointment of Distributors in untapped and existing areas and develop distributors

• Evaluate the market need for each product vis a vis the competition and estimate with accuracy of sales plan.

• Tracking market/ competition to keep abreast the changing business environment.

Sales Realization/Sales Achievement

• Responsible for overall Business plan achievement for the region as per the Sales Plan.

• Sales achievement both primary sales and secondary Sales .

• Launch of new products in markets, existing products in new markets

• Distributor Management

• Developing and implementing trade schemes, discount schemes to augment Sales

• Develop key retail promotional and training events, and trade shows.

• Finalizing margins of the channel in consultation with the HOD

• Develop a PJP and Beat Plan to cover the market & suggest corrective plans

• Formulates sales policies, and procedures for the team.

Channel Management and Service

Responsible for Digitization in sales Process

• Manage issues relating to damaged goods, returned goods etc

• Responsible for stocks and inventories at the distributor level and accordingly coordinate with SCM for new dispatches.

• Support the Marketing team on ground level activation

• Developing relationships with Distributors. Training/Detailing of Distributors

• Identify and network with financially strong and reliable dealers and channel partners in order to have deeper market penetration and improved market share. Developing and implementing channel strategy

• Evaluating performance & monitoring distributor sales.

• Facilitate and enable distributors to increase sales volumes though capital infusion

• Maintain good ROI of the distributor and consistency in Sales.

Business Analytics & Digital Literacy

• Sales Target Vs Achievement MIS for the month/quarter/yearly until last mile

• Every Month prepare a Monthly Sales Report for their Region and submit it to the Line managers

• Sales achievement for each ASM/Sales Executive

• Daily Sales reports and Performance evaluation of Sales personnel

• Productivity analysis for the regional targets

• Collection report on a Monthly & Quarterly basis

Team Management

• Performance evaluation of the sales team. Management of poor performers, and top performers.

• Systems and mechanisms to ensure that the team focusses on continuous Improvement