Bajaj Electricals - State Head - Trade Sales

State Head - Trade Sales

Work Experience:

- 10-15 years of experience preferably in FMCD /FMCG/ Consumer durables

- At least 7-10 years of experience in a team leading role

- Should have experience in B2C Sales & Marketing

Key Responsibilities:

Business:

- Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing.

- Secondary Sales: Drive retail-level sales through distributor networks to meet state sales objectives

- Primary Phasing/Billing Efficiency: Drive Weekly billing plans and monitor execution with distributors.

- Primary & Secondary RMA Oversight: Manage Primary & secondary returns to ensure minimal disruption to the supply chain.

- NPD Commercialization & Premiumization: Achieve NPD commercialization and premiumization objectives

GTM:

- Channel Management: Build a strong channel network within the assigned state by appointing distributors.

- GTM Rollout: Execute GTM strategies in alignment with the national framework.

- Distributor Infrastructure Development: Assess and develop distributor networks for better coverage and efficiency.

- Inventory Management: Manage stock availability at state warehouses and at distributors

- Primary Collection: Ensuring timely collection of channel finance and BEL outstanding for zone

People:

- People Development: Train and mentor RSMs and Trade Sales Managers, fostering team growth and retention.

- Recruitment & Handholding: Oversee the hiring and onboarding of RSMs and TSMs for the state.

- Sales Capability: Motivating teams to actively engage in sales training sessions and effectively implement the acquired knowledge in their work.

In market:

- Driving Productivity: Set KPIs and ensure consistent productivity improvements at all levels.

- Driving Weighted & Numeric Distribution: Expand distribution footprint by onboarding more outlets and improving stock placement.

- Market Activities: Overseeing market engagement activities and deployment of BTL elements, RBP program

- Sales IT Execution: Ensure RSMs and TSMs utilize sales IT tools effectively for reporting and tracking.

- Process Efficiency Improvement: Streamline workflows for faster and more efficient state-level operations.

- Market Intelligence: Collect and analyse market trends and competitive insights for better decision-making.

- Trade Loyalty programs: Achieving monthly & Quarterly targets of RPL outlets (Platinum & Gold)

- Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program

After Sales:

- After Sales Service: Address escalated after-sales issues to improve customer satisfaction and loyalty.