Territory Sales Manager- L&I (Loyalty & Institutional)

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1. Principal Accountability:

a) To develop trust, relationships with major clients to achieve / exceed budgeted invoicing as well as credit management from existing and new customers; Ensuring the client does not turn to competition.

b) To expand the institutional business in existing & new customers. Act as customers advocate & works with internal departments to ensure the customer needs are understood & satisfied. Responsible for one-point contact for the customers (for assigned Key Accounts) for complaints, collecting & analyzing data and improving the overall customer experience

c) Working for CGCEL, responsible for the management of sales & relationship with key stake holders from company (internal) & customers (external)

d) To ensure focus on secondary & tertiary sales. The job involves technical sales, strategic sales, strategic planning, business strategy & contract management, people management, enhancing brand equity & carrying out promotional activities.

2. Key Performance Areas:

A. Financial Aspect:

KAM & Area Sales:

• Ensuring the top line & bottom line is being achieved for assigned key accounts
• Managing the collection & credit effectively
• To achieve budgeted primary sales / order input from territory assigned.
• Managing the secondary sales through Channel Service Provider (CSP)
• Evaluating the performance of Merchandiser cum promoter along with concern CSP.

KAM & Area Sales:

• To expand the institutional business market in existing & new client
• Introduction of product, price negotiation, listing of products, contract management, formulating business strategy, promotional plan
• To interact with external stake holder e.g. trade associations, industries.
• To represent & interact with customers as counterpart to have area sales
• Settling the local issue e.g. delivery, appointment etc. with customer, managing the CSP & Merchandiser cum Promoter
• To ensure customer satisfaction through effective after sales service, pre- order and post-order service.
• To get feedback on product and services from customers.

C. Business Process Aspect:

KAM & Area Sales:

• Enquiry generation and conversion as well as submission of offers, follow up, closing of deal
• To carry out product / sales promotion activities / conduct seminars & exhibition
• To convert dealers / customers to channel finance.
• To gather market intelligence and information on competition and their activities in the market.
• To have effective planned journey cycles (PJCs) & daily report
• To enhance knowledge through various sources like catalogues etc.
• To ensure compliance with laid down processes and Departmental Work Instructions.

D. Behavioral Aspect:

KAM & Area Sales:

• Strong interpersonal skills, polite, friendly and diplomatic manner.
• Excellent communication skills, both written and verbal.
• Good negotiation skills with sound commercial knowledge
• Goal oriented & the ability to generate innovative ideas.
• The ability to prioritize and manage several different tasks at once.
• Keen & quick learner, good team player with ability to lead

3. Qualification & Experience:

Qualification: Graduate (Electrical Engineering Graduate or Diploma preferred) with MBA preferable

Experience: Sales specifically B2B & B2G business for consumer electricals products e.g. Fan, Small Appliance etc for PWD, CPWD, Railways, Builder, Electrical Contractor, Corporate & Channel partner, GEM, CPC, INCS etc.

Strong knowledge of key electrical market in respective geography & Ability to execute the plan independently.