Zonal Business Manager - West 1 Job in Kec International Ltd.

Key Purpose of the Job (Position Summary)

The position is responsible to achieve the business objectives of the assigned zone, increasing effectiveness and efficiency of the team by providing regular coaching and mentoring. He is also responsible to improve market penetration and drive improvement agenda by implementation of sales system and processes across the zonal sales organisation

KEYPERFORMANCE AREAS

• 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.- Partnering
• 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 zonal 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 partners
• 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 review meetings with RMs and TLs as a part of SFDC product dialogues.
• 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

Education and Experience Required

Education:

Any Graduate/ Any PG

Preferably with a PG degree or diploma in marketing with relevant work experience

Experience:7-12 years