Job Description

Role Identifier

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Job Title: Regional Sales Manager - East

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Business: Laminate

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Deputation Location: Kolkata

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Band: 3

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Reporting To: Chief Sales Officer

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Role Objective

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The Regional Sales Manager oversees all sales activities within a designated region, manages a team of sales representatives, and drives revenue growth by implementing effective sales strategies. This role requires strong leadership, strategic thinking, and a focus on achieving sales targets.

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Job Responsibilities

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Sales Strategy and Planning:

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- Develop and execute sales strategies to meet and exceed regional sales targets.

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- Analyze market trends, customer needs, and competition to identify growth opportunities.

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Team Management and Leadership:

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- Recruit, train, and manage a regional sales team, setting clear sales targets and goals.

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- Provide guidance, coaching, and performance evaluations to the sales team.

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Business Development:

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- Build and maintain strong relationships with key customers, clients, and partners in the region.

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- Explore and pursue recent business opportunities to expand market share and increase sales revenue.

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Sales Operations Management:

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- Oversee day-to-day sales operations, ensuring adherence to sales processes and policies.

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- Monitor sales metrics, analyze performance, and prepare reports for management review.

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Customer Relationship Management:

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- Ensure high levels of customer satisfaction by addressing customer queries and concerns.

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- Implement strategies to improve customer retention and foster long-term relationships.

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Budgeting and Forecasting:

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- Develop and manage the regional sales budget, forecasting sales volumes, and tracking expenses.

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- Monitor financial performance against targets and take corrective actions as necessary.

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Market Analysis and Reporting:

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- Analyze regional market data, customer feedback, and sales reports to identify trends and opportunities.

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- Prepare and present regular sales reports, forecasts, and analysis to senior management.

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Key Performance Indicators

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Primary Revenue value

HPL Target

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Primary Revenue Vale

LPL Target

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- SLC Value to the total sales Value

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- Project/OEM Pipeline Health

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- Ket Outlet Program Performance

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ND Expansion

Coverage across retail, AIDS and OEMs

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- Primary Collection as per defined Cr. Days

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- Reduction in Employee Leaving within 1 Year

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- PJP effectiveness and adherence

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Internal Stakeholders

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- National Sales Head

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- National Sales Director

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- Regional Accounts Team

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- Regional Supply Chain Management Team

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- Regional IT Team

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External Stakeholders

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- Distributors

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- Business Partners

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- Senior Industry Influencers & Customers

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- OEM's

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Desired Position Qualification

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- Should have definitely worked in respectable B2C brands in the Building Material Industry (Specially working with Laminate organization)

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- Should have worked in an ERP environment, and should have working exposure to Sales automation tools (SFA) & IT tools – Distributor Management System (DMS), and CRM

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- Should have had exposure to world class systems & processes

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- Should have working knowledge of Influencers like Contractors and Architects, along with deep understanding of Channel

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- In Sales function, should have worked as a Sales leader, managing 2 or more states , and leading large teams

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- Should have worked with a Large Channel network, across T1/T2/T3 towns

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- Should have exposure to managing Distributors, as well as managing Large dealers

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- Working experience in managing both Retail and projects necessary

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Desired Education Qualification

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- MBA / PGDBM – Regular from a Tier II College will be preferred.

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📌 Regional Sales Manager - East (Kolkata)
🏢 Merino Group
📍 Kolkata