Zonal Sales Manager - Doors & Windows

Role Overview:

To lead and manage the sales operations and service team within the designated zone, driving revenue growth, market expansion, and customer satisfaction. This role plays a pivotal part in achieving sales targets, market share increase, executing service strategies, and ensuring effective channel partner relationships.

Key Individual Accountabilities:

Strategic:

• Sales Strategy Development: Formulate and execute strategic sales plans that align with organizational objectives and contribute to the growth and market share of the company.
• Market Expansion: Identify opportunities for market expansion within the zone, assess market trends, and develop strategies to maximize market penetration.
• Go to Market: Collaborate with marketing and product teams to develop and execute go-to-market plans.
• Service Excellence: Build and lead a high-performance service team, providing training and support.

Financial:

• Revenue Generation: Achieve and exceed sales targets, drive revenue growth, and ensure the financial success of the zone.
• Budget Management: Efficiently manage the sales budget for the zone, allocating resources to optimize performance and cost control.

Customer/External Orientation:

• Channel Partner Management: Develop and maintain strong relationships with channel partners and dealers to foster sales growth and customer satisfaction.
• Customer Relationship Management: Cultivate relationships with key customers and clients in the zone, ensuring their needs and concerns are addressed promptly.

People Orientation:

• Team Leadership: Lead and manage a team of professionals, providing coaching, guidance, and support to maximize their potential and overall team success.
• Talent Development: Identify and nurture sales and service talents within the zone, providing training and development opportunities to enhance the skills and capabilities of the sales team.

Core Operational Accountabilities:

• Work on achieving targets as defined in Annual Business Plan.
• Prepare plans to capture market share.
• Track marketing activities in the region.
• Track competition.
• Strategize expansion plan into new markets.
• Lead, coach and manage direct and indirect reportees.
• Drive continuous improvement in service delivery processes and customer experience.
• Handle customer escalations and resolve issues effectively.
• Develop and implement commercial strategies to optimize revenue and profitability.
• Plan to retain and motivate the best talent in the department.
• Develop a regional talent pool.
• Team management and motivation.
• Handle customer complaints.
• Enquiry analysis of the regions every week.
• Handle installation related issues.
• Dealer management in the region.

Key Interactions:

Internal:

• Internal teams including Product Development, Manufacturing, Marketing, Commercial, HR.

External:

• Channel Partners and Dealers.
• Key Customers and Clients.
• Competitors: Continuously monitor and analyze competitor activities and market dynamics to make informed strategic decisions.
• Suppliers: Interact with suppliers to secure necessary resources and support the sales operations within the zone.
• Industry Associations and Trade Organizations: Collaborate with industry associations and trade organizations to stay updated on industry trends and represent the company in the market.

Technical and Behavioural Skills:

Technical Skills:

• Sales Expertise: In-depth knowledge of sales strategies, techniques, and best practices in the doors and windows industry.
• Market Understanding: Proficiency in understanding market dynamics, customer preferences, and competitor activities.
• Budget Management: Ability to manage a sales budget effectively, allocate resources, and ensure financial goals are met.
• CRM Software: Familiarity with Customer Relationship Management (CRM) tools for sales tracking and customer management.
• Data Analysis: Strong data analysis skills to make informed decisions based on sales metrics and KPIs.

Behavioural Skills:

• Leadership: Strong leadership skills to guide and inspire the sales team and channel partners.
• Communication: Excellent communication and interpersonal skills to interact effectively with internal teams and external stakeholders.
• Adaptability: Ability to adapt to changing market conditions and make quick decisions as needed.
• Problem Solving: Strong problem-solving abilities to address challenges and optimize sales processes.
• Negotiation: Effective negotiation skills when dealing with channel partners, dealers, and key clients.
• Customer-Centric Approach: A focus on customer satisfaction and building strong customer relationships.

Key Performance Indicators:

• Revenue Growth: Achieve and exceed sales and revenue targets within the designated zone.
• Budget Adherence: Maintain adherence to the allocated sales budget while achieving revenue goals.
• Market Share Increase: Measure the increase in market share within the zone.
• New Market Penetration: Evaluate the successful penetration of new markets or regions within the zone.
• Channel Partner Satisfaction: Monitor the satisfaction and engagement of channel partners, dealers and key customers.
• Key Customer Retention: Measure the retention rate of key customers and clients in the zone.
• Complaint Resolution: Track the time and effectiveness of resolving customer complaints.
• Team Performance: Assess the performance of the team, including meeting individual and team targets.
• Talent Development: Monitor the progress of talent development initiatives and skill enhancement of the team.
• Sales Productivity: Measure the productivity of the sales team in terms of sales calls, leads generated, and conversion rates.
• Inventory Management: Evaluate the efficiency of inventory management and product availability.