Area Sales Manager
PRINCIPLE ACCOUNTABILITIES (KEY RESULT AREAS): SALES OPERATIONS:
Implement sales strategies in SSD-Direct to achieve leadership of Direct Sales in the Area assigned at competitive cost; establish plans, measures and milestones for their execution.
- Estimate and develop Sales Forecast based on previous year sales trends and SBU growth plans.
- Prepare monthly target and assign them to the sales force.
- Stabilize operations in new areas – involving manpower recruitment, training and induction.
- Enhance customer satisfaction by organizing free service camps etc.
- Follow up on progress of achievement of sales targets by team.
- Give suggestion for schemes and promotion activities as per feedback obtained from the field force and customers.
- Carry out inventory management and working capital management- over-see indenting of products (monthly/weekly) and manage cash flows.
- Ensure training of sales team and develop them for future leadership by identifying their development needs and coordinating with HR for training programs.
- Over-see on the job training.
- Monitor budgets and ensure profitability of CRCs.
- Monitor incentives as per policy.
- Monitor productivity of the team and identify opportunities for development.
- Organize appropriate training programs that will hone skills and improve performance substantially.
- Proactively interact with departments internally and customers externally for problem solving.
- Review performance of salesmen and initiate appropriate action.
- Interact with customers to build relationships and address escalated complaints.
- Conduct and attend review meetings – review sales performance and identify bottlenecks. Initiate action as appropriate.
- Hold development discussions and jointly create development plans with each direct report.
- Act decisively when faced with tough decisions regarding marginal or poor performers.
- Coach direct reports to determine and commit to an appropriate course of action for improved performance.
- Ensure designing and implementation of Training Calendar.
Be aware of your own values, needs, interests, motivations, competencies and behavior and its effect on others. Seek feedback and additional information, resources and tools to enhance personal performance.
- Determine own strengths and opportunities for development.
- Demonstrate a pattern of learning and ongoing personal growth.
- Seek out challenging opportunities to test own skills and abilities.
- Take advantage of experiences that may provide an opportunity to learn new things.
- Pursue, respond to and use feedback constructively.
- Learn from mistakes.
Adapt behavior and approaches in dealing with changing situations and people; be open-minded and adjust priorities in response to unanticipated events. Function effectively in ambiguous situations.
- Handle disruptions in order to meet deadlines.
- Adapt to changing policies or administrative procedures.
Anticipate trends, situations, or changing market conditions and take appropriate action on a timely basis.
- Perform tasks outside one’s area of responsibility to help the department or the company.
- Volunteer for committees or taskforce assignments that are beyond normal expectations of the job.
- Take action on a project without being asked by the manager.
- Take action in a situation in a way not specified in any procedural manual.
- Suggest ways to solve problems, improve sales, workflow, etc., without being asked.
- Try a new way to do the job because it might be easier.
INTEGRITY AND ETHICS
Act with integrity to support the goals of the company; focus on doing the right thing and does not sacrifice long term integrity or viability to deal with short term pressure.
- Do not condone questionable activities
- Do not overlook questionable activities knowingly.
- Do not bend rules for personal gain and justify it with business needs.
Work effectively with others inside and outside the lines of formal authority to accomplish organizational goals and to identify and resolve problems. Use cross functional resources for optimal solutions and commitment.
- Maintain or enhance the self esteem and self confidence of peers or other team members.
- Support group decisions even if not in total agreement.
- Share credit for good ideas or accomplishments with peers or other team members.
- Address conflicts within the group, without help from the supervisor or manager.
- Communicate changes or problems (e.g., material defects, production goals, new information, adjustments to equipment, etc.) to peers or other team members.
- Work cooperatively with peers or other team members to set responsibilities.
- Share information, ideas, and suggestions to accomplish mutual goals.
RESULTS FOCUS/ EXECUTION:
Take responsibility for ensuring that work is completed within specified time and quality parameters; follow through to ensure that customer, client, and profitability requirements are met, even when faced with obstacles or delays.
- Monitor productivity and performance in one’s area of responsibility.
- Meet with others at regular intervals to check on progress, problems, etc.
- Establish regular staff meetings to review progress and share information.
- Observe gauges, instruments, checkpoints, or products to make sure the process or production is correct.
- Collect and review regular activity reports submitted by others.
- Review organization reports or documents to stay informed of developments or strategies.
Summarize information to identify and highlight key elements, patterns, results or relationships
- Draw conclusions about market trends from various sources to draw logical conclusions.
- Identify probable cause effect relationships.
- Conduct feasibility analysis.
- Analyze statistical trends and relationships.
- Compare past data with current data to project performance trends.
- Interpret numerical data from business reports.
PROBLEM SOLVING (IDENTIFICATION/SOLUTION):
Use a disciplined process to define problems, identify root causes, evaluate data from a variety of sources, generate alternative solutions, and choose the best solution.
- Gather information from several sources to understand problems, trends or opportunities.
- Recognize symptoms that indicate more significant problems.
- Relate information from different sources to draw logical conclusions.
- Identify trends or issues reflected by numerical or financial data.
- Relate and compare data from different sources.
- Identify cause and effect relationships.
Express ideas precisely, persuasively and effectively; listen to and response appropriately to others. Create an environment in which appropriate information flows freely in all organizational directions.
Accurately and emphatically extract both the content of and the intent behind messages; provide appropriate responses so the speaker feels heard and understood.
- Acknowledge verbally the feeling behind what is said in conversation.
- Check for understanding
- Take notes
- Seek clarification
- Use information obtained from the other person in subsequent conversation.
- Demonstrate understanding of the content of the person speaking.
Use open ended questions to ask for information, opinions or clarification to receive a relevant honest and appropriately detailed response.
- Begin with general approach to questions and seek specific focus to assure thoroughness.
- Seek clarification to
|Job Category||Consumer Durable|
|Weekends||6 Days a week|
|Working Hours||10:00 AM to 7:00 PM|