Bajaj Electricals - National Sales Development Manager

JOB ROLE: National Sales Development Manager

REPORTING TO: Head - Trade Sales

TYPE OF ROLE: People Management Role

LOCATION: Corporate Office, Mumbai.

BU/ DIVISION: Sales Development

JOB PURPOSE:

Spearhead the GTM and distribution, sales IT and analytics and sales capability functions for both urban and rural for the sales organization - consumer products.

KEY RESPONSIBILITIES:

1. Lead designing and executing the Go to Market Strategy for Urban and Rural geographies:

• Demand capture, demand fulfilment, demand generation.
• Own urban design and deployment planning, own rural pilots, expand distribution for BEL in a profitable and sustainable manner.
• Increase weighted/ numeric distribution for all categories/ geographies.
• Work with startups to leverage best practices in market for demand capture and demand fulfilment.
• Alternate distribution models/ hybrid distributor models.
• Distributor margins optimization/ drive margin ROIs and performance.

2. Lead Net Revenue management for the organization:

• Deploy the NRM pillars like pricing/ product mix/ promos for maximizing top line and bottom line.
• Own the same for all categories.
• Work closely with product managers/ fin to drive the same.

3. Lead Sales Capability agenda:

• Designing and execution of sales related modules and capability framework.
• Create digital modules for training of sales force.
• Design assessment structures for sales teams/ DSOs/ TSMs/ RMs/ other channel resources.

4. Lead Sales Strategy/ Leadership projects:

• Company rebranding across all channels.
• Tech integration on customer channels.
• Geography focused projects like growing south as a geography.
• Driving assortment/ same store growth agendas.
• Drive the B2B tech/ apps to improve cost to serve problems/ opportunities.

5. Designing and execution of right Reward programs for Customers/ Sales force/ DSOs/ ISPs:

• Design and drive goals and annual objectives for all sales functional roles on all business metrics.
• R&R program for DSOs, digitize the same with SFA, ensuring organization KPIs are driven via R&R program.
• Design DBTs for R&R for DSOs, tie up with right agencies in market.
• Designing and driving customer/ distributors Performance programs.
• KRA driven programs for ISPs/ ISDs, SFA productivity of ISPs/ ISDs.
• Drive new BEL Sales Force Incentive programs.

6. Lead the team of region trainers to drive all training agendas in market with all stakeholder powerful insights/ call to action based - decision making analytics:

7. Lead Business Analytics and New Tech deployment:

• Deploying Cloud DMS based analytics.
• DMS analytics usage.
• GPS FOS - order taken at store point vs orders.
• Power BI deployment.
• Anywhere/ anytime deployment.
• Train sales teams on usage.

8. Establishing CRM for various stakeholders:

• Influencers, Distributors, Sales Teams, DSOs, Retailers, Leadership.
• Tracking performance anytime anywhere, spotting opportunities, fixing gaps.
• Training all stakeholders digitally, setting the tech for the same, focus on NPDs/ Commercialization.

9. Advance Analytics - Creating Powerful insights/ Call to Action based insights for Sales Teams/ Leadership on a real time basis across channels:

• Setting up Power BI for all the KPIs.
• Leveraging Cloud DMS for the same.
• Incentive tracking for DSOs R&R/ ISDs - drive call to action discussions.
• Establish tools which all stakeholders can use for their spans, on the go, anywhere.

EDUCATIONAL QUALIFICATIONS: MBA/ PGDM

WORK EXPERIENCE: 7 - 10 years post qualification work experience in distribution/ sales capability role

NO OF REPORTEES: Regional Manager - Sales Development

BEHAVIORAL COMPETENCIES:

Think Beyond, Put Customers First, Collaborate to Win, Develop Talent, Be the Best, Be Agile

Disclaimer:

Bajaj Electricals Limited (BEL) offers a great work environment, professional development, challenging careers, and competitive compensation. BEL is an Equal Opportunity Employer. Employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.