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.