Responsible B2C sales for delivering business revenue, cost management and business growth as per budget and Leading Zone.
Prime Responsibility: Sales (with emphasis on High Value Products),
Collections, People, Administration / Coordination, Reporting (JoS) and
Customers.
Responsibilities
Sales o Maintain an OR /Mod of 100% and OP/Mod of minimum 90%. OR/Mod should not be less than 80% at any time o Achieve the DCS plan as per norms - daily | weekly | monthly individually and through the reporting team o Drive team efforts & results v/s the defined KPI metrics o Allocate central leads and drive closure & reporting daily in JOS o Attend a minimum of 20 appointments/demonstrations every month together with CSS/ CSE o Participation in BTL Activities - Road Shows / Exhibitions /
Camps o Drive team to deliver business targets for primary billing, collections and secondary sales (partner)
o Drive sales of focus SKUs o Appointment of Sales Consultant with the reporting leader (including scouting of prospects)
o Drive the performance required of each Eurochamp and SCs
People o Conduct a minimum of 4 training sessions for Circle Heads and 4
for CSS/ CSE/SC per month o Work with at least 2 low performers every week to improve their performance o Conduct PRDP of all direct reports every month o Review, monitor and guide performance of team members o Motivate Eurochamps to achieve the objectives of schemes,
incentives & programs of the organisation,
launched from time to time o Recover units and other company property from inoperative team members o Succession planning identification and development of 2
successors
# CONFIDENTIAL | ONLY FOR INTERNAL SDHISACRUINSSIONF T| HIS DOCUMENT NOT
PERMITTED o Take required action on absconding, inoperative and under-
performing employees who are below moving average norms o Uphold code of conduct and take appropriate action against employees involved in malpractices
Commercial o Ensure administrative controls viz. Cost of Operations & Margins o Maintain Nil CDA and unit outstanding, Collection of initial 3
months Euro Value (EV) payments o Track sales generated from BTL activities and schemes
Administrative o Report required metrics into SAP in a timely manner o Ensure 100% usage of JOSby all team members o Ensure demo/sales ratio of each team member is above 35%
o Ensure leads / conversion ratio by the reporting teams is above
25%
o Visit Existing Customers & Current Customers On Daily basis for SAS
FC o Coordinate with sales enablement teams to define lead and referral generation and allocation strategies/sales productivity enhancement strategies o Ensure statutory displays,
and compliances are met o Scouting and evaluation of SCs holding discussions and appointing new SCs o Be the eyes and ears of the company on ground and relay customer and market feedback to the relevant people in
Management o SKU wise Sales Planning and Rolling 3 months Forecast
Customers o Close all open orders / installation / customer training o Resolve and manage sales / service issues and close customer complaints within 48 hours o Visit minimum 10 customers every week to understand customer expectations o Ensure customer complaints are addressed promptly Zonal Head KPIs