Zonal Business Manager - Sales - East

KRAs:

- Sales revenue

- Zonal dashboard scores

- Develop and train RBMs

- % of productive distributors

- BTL effectiveness

- Ensure channel expansion and productivity

KEY ACTIVITIES & RESPONSIBILITIES:

Planning:

- Participate in the design and review of the Sales plan and PJPs for the zone.

- Prepare marketing strategies for the zone to maximise brand awareness.

- Develop and finalize quarterly zonal marketing programs in detail, in coordination with the RM and sales teams.

- Cascade business objectives to the RMs and monitor target achievements.

- Review the functional training Calendar for different regions.

- Identify areas for channel growth and development and take correction action where required.

Sales Process Implementation and Review:

- Ensure proper implementation of sales systems, modules and processes in the zone so as to improve the dashboard score.

- Assign key accounts and monitor targets and sales performance in the ROs.

- Liaison with ZM & RM to decide on market schemes and localization initiatives.

- Participate and sign off for appointment of new channel partners in the zone.

- Provide inputs to the sales teams on products to be pushed to the channel.

- Assist in Planning and monitoring Schemes at the Zonal Level.

- Carry out market research in the zone with inputs from territory leaders and drives enlargement of Territory Leader (TL) customer base.

- Monitor the recruitment and selection process of new territory leaders and sales trainees.

- Participate in any changes to be done in sales structures and processes.

- Conduct audits for Sales Excellence Framework.

- Hold monthly MORs for RMs.

Marketing:

- Use data and trend analysis to make monthly, quarterly and annual forecasts on marketing budget for the zone.

- Plan for the BTL activities to be undertaken for commercial and passenger categories respectively.

- Initiate, develop & execute category specific and region specific consumer and dealer promos within the zonal marketing budget.

- Evaluate and review marketing activities conducted by the zone.

- Ensure ongoing activation, visibility and events in the zone.

- Ensure marketing activities are carried out in a timely manner.

- Attend marketing and branding initiatives for channel partners and customers.

- Analyse variances in budgeted and actual expenditure and take corrective action.

- Meet volume and market share targets through effective utilization of marketing budgets.

Training:

- Drive sales force capability enhancement in the region.

- Review Training calendars for the zone, prepared by Sales development and HR.

- Ensure adequate and timely trainings are being conducted on various modules for existing and new sales employees.

Market Development:

- Evaluate market trends and conduct competitor analysis by keeping abreast of market trends and competitor moves to achieve market share metrics.

- Consistently evaluate market trends and competitor moves to protect existing sales and maximize future sales opportunities.

MIS and Reporting:

- Review regular reports on the business performance in the zone and provide the same to the senior management.

- Provide insights to management zonal sales forecasts and special reports and analysis.