Regional Manager - Sales - PVC Pipe

• Regional Manager -Sales
• Location: Chennai
• Desired Profile:
• Required Qualification: Post Graduation / Graduate with additional 2 Years full-time PGDM in Marketing from a reputed & recognized university / institute
• Experience: 11-20 Years of experience in the field of Retail & Project Sales, Business Development, Dealers Management, Market Intelligence, Product Pricing etc.
• Technical Skills:

• Proven experience in cross-selling, and competence in various sales activities
• Experience managing a high-performance sales team
• Familiarity with a variety of concepts, practices, and procedures related to sales activities
• Strong negotiation and analytical skills
• Knowledge of Sales & Marketing function in Retail, Project & Institutional environment
• Sound exposure in Project & Channel management, Retail management, Dealer & Distributor management, Govt. agencies, Contractors etc.
• Knowledge of market research, market mapping & product pricing
• Understanding of Brand Positioning / Product Promotion
• Understanding of PVC, UPVC, CPVC, HDPE, Plastic etc., and technical product positioning in a large range of product SKUs

Behavioral Skills:

• Excellent Communication skills with strong business-related knowledge
• Able to align multiple strategies and ideas
• Proven leadership ability in a regulated scientific & technical organisation with high complexity
• Ability to work under cross-functional team and influence them to achieve desired results as per business objectives
• Go-getter, excellent interpersonal skills, ability to influence, organizing skills, zeal for continuous improvement and excellence are mandatory traits

Job Purpose:

• Plan, develop, and implement marketing strategies and aggressively increase market share for meeting business targets.
• Drive & achieve the annual revenue numbers & product margins for entire product line.
• Observe & maintain the sales pipeline to ensure monthly budgets are met including collection of receivables.

• Principal Accountabilities:
• Responsibility Supporting Activities:
• Sales / Market Development :

• Executing Sales & Marketing Strategy
• Develop and implement strategic marketing plans and Retail/ Project sales plans and forecasts to achieve corporate objectives.
• Create a robust plan to achieve and win maximum leads from current pipeline.
• Scout key influential parties/bodies to partner in winning large project sales.

Ensure achievement in Top Line :

• New Products Category-wise & Critical Category Targets (Pre-defined) in tons.
• Increase market penetration and share by appointing new dealers/distributors/retailers/contractors/architects.
• Provide timely feedback & work in collaboration with Head Production for availability of stocks & closing the sales pipeline.
• Assess market demand and prepare annual, quarterly and monthly sales targets for the Region.
• Ensure proper monitoring & achievement of OTIF (Processing of Crystal clear dispatchable orders).
• Forecast sales and determine profitability through review of operational records and reports.
• Maintain and expand customer base by counselling sales team; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
• Monitor customer attrition and plan customer retention strategies.
• Identify relevant pricing trends in the market and of key competitors.
• Interact regularly with potential and existing customers to apprise them on new product offerings/developments.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.

Owning & managing partner relationship:

• Engage, educate & nurture existing partner relationships (Distributors, Dealers/Retailers, Builders, Contractors, Architects, Plumbers etc.) on products / product portfolios.
• Initiate actions for empanelment in various projects.
• Execute & implement marketing strategy and help grow the market size with existing business partners for their respective territory/state.
• Build efficient CRM to gain high sales efficiency.
• Create a robust engagement to optimize the current partner network.

Ensuring product visibility:

• Ascertain, gather & discuss the competition movement with the leadership team.
• Participate & develop various offerings for the zone/cluster/region.
• Identify avenues for effective product approvals in the respective region.
• Analyze customer needs and ideas for product development.

Accounts Receivables:

• Ensure timely forecasting & collection of payment as per the agreed terms with costing of receivables.
• Ensure lower DSO (Days Sales overdue Outstanding).
• Ensure recovery of outstanding dues from customers on time.
• Keep a follow-up schedule for payment in coordination & consultation with Sales Team/Executive.

Engage & Nurture Sales Team:

• Create a conducive environment so that the team members perform at their natural best.
• Identify the ASK (Attitude, Skill & Knowledge) gap within the scope of role and to train and nurture the talent.
• Provide continuous feedback on individual performance.
• Achieve productivity standards from a large sales team.