Spearhead the GTM & distribution, sales IT & analytics and sales capability functions for both urban & rural for the sales organization consumer products.
KEY RESPONSIBILITIES
Lead designing and executing the Go to Market Strategy for Urban and Rural geographies
- Demand capture/ demand fulfilment/ demand generation.
- Own urban design and deployment planning/ won rural pilots/ expand distribution for BEL in a profitable and sustainable manner.
- Increase weighted/ numeric distribution for all categories/ geographies.
- Work with startups to leverage best practices in market for demand capture and demand fulfilment.
- Alternate distribution models/ hybrid distributor models
- Distributor margins optimization/ drive margin ROIs and performance
Lead Net Revenue management for the organization
- Deploy the NRM pillars like pricing/ product mix/ promos for maximizing top line and bottom line.
- Own the same for all categories.
- Work closely with product managers/ fin to drive the same.
Lead Sales Capability agenda
- Designing and execution of sales related modules and capability framework.
- Create digital modules for training of sales force.
- Design assessment structures for sales teams /DSOs/TSMs/RMs/other channel resources.
Lead Sales Strategy/Leadership projects
- Company rebranding across all channels.
- Tech integration on customer channels.
- Geography focused projects like growing south as a geography.
- Driving assortment/ same store growth agendas.
- Drive the B2B tech/ apps to improve cost to serve problems/ opportunities.
Designing and execution of right Reward programs for Customers / Sales force / DSOs/ISPs
- Design and drive goals and annual objectives for all sales functional roles on all business metrics.
- R&R; program for DSOs| digitize the same with SFA| ensuring organization KPIs are drive via R&R; program.
- Design DBTs for R&R; for DSOs| tie up with right agencies in market.
- Designing and driving customer/ distributors Performance programs.
- KRA driven programs for ISPs/ISDs| SFA productivity of ISPs/ISDs.
- Drive new BEL Sales Force Incentive programs.
Lead the team of region trainers to drive all training agendas in market with all stakeholder powerful insights/ call to action based decision making analytics. Lead Business Analytics & Current Tech deployment
- Deploying Cloud DMS based analytics.
- DMS analytics usage.
- GPS FOS – order taken at store point| vs orders.
Power BI deployment
- Anywhere /anytime deployment.
- Train sales teams on usage.
Establishing CRM for various stakeholders
- Influencers| Distributors | Sales Teams | DSOs | Retailers | Leadership.
- Tracking performance anytime anywhere | Spotting opportunities | Fixing gaps.
- Training all stakeholders digitally | Setting the tech for the same | Focus on NPDs/Commercialization.
Advance Analytics - Creating Powerful insights /Call to Action based insights for Sales Teams/Leadership on a real time basis | Do this across channels
- Setting up Power BI for all the KPIs.
- Leveraging Cloud DMS for the same.
- Incentive tracking for DSOs R&R; / ISDs – drive call to action discussions.
- Establish tools which all stakeholders can use for their spans| on the go |anywhere.
EDUCATIONAL QUALIFICATIONS: MBA/ PGDM
WORK EXPERIENCE
7-10 years post qualification work experience in distribution/ sales capability role
NO OF REPORTEES
Regional Manager- Sales Development
📌 National Sales Development Manager (Mumbai)
🏢 Bajaj Electricals
📍 Mumbai
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