Job Objective:
Drive sales and channel development for the assigned state through structured reporting, governance, and strategic initiatives.
Key Responsibilities
1. Sales Monitoring & Governance
- Own state-level sales targets including target planning, phasing, and achievement at Dealer, District, SO, ASM, and RSM level.
- Ensure daily team standups and monitor daily/weekly/monthly sales vs. plan, dispatch, and collections.
- Conduct weekly war-room reviews with RSMs/ASMs/NSH.
- Coordinate with logistics, commercial, branding, and other teams for policies, pricing, queries, and schemes; communicate updates to sales teams and channel partners.
- Ensure timely reporting of MIS to SH/NSH (Tuesday/Friday).
- Ensure PJP planning and adherence for all sales team members.
2. Dealer Network Development
- Support DB/Dealer appointments and reactivation.
- Conduct gap analysis on DB/dealer health with funnel management and closure support.
- Regular white-space mapping to identify potential for new dealer/distributor appointments.
- Monitor channel health including dealer/distributor ROI, identify early attrition risks, and guide the team accordingly.
- Maintain competitive intelligence on pricing and schemes; provide inputs for scheme design while maintaining NSR.
- Drive dealer liquidation and demand build through coordination with secondary sales.
Key Performance Indicators (KPIs)
Sales Performance:
- Primary Sales Volume vs. Target & GOLY
Channel Development:
- New Dealer Appointments (Billed) & Reactivations (Billed) vs. Target
- Number of Dealers Billed vs. Target
- Inactive % of dealers above threshold
Execution Discipline:
- PJP Adherence & Visit Compliance aggregated up to RSM level (Target: 90% adherence)
Qualifications & Skills
- Bachelor’s degree in Business, Marketing, or related field (preferred).
- Minimum 5+ years in business analytics and reporting roles.
- Advanced MS Excel skills (dashboards, pivots, data analysis).
- Solid interpretation and insight-generation skills using data.
- Clear and effective reporting ability across stakeholders.
- High attention to detail and ability to work under pressure.
- Preferred experience in frontline sales in building materials.
- TMT steel experience and geographic knowledge desirable.
📌 State Sales Excellence Manager for Kolkata
🏢 RECEX
📍 Kolkata
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