National Sales Manager - General Trade - Consumer Durables

- Design guidelines for the development of an effective distributor channel & monitor the effectiveness of all channel partners.

- Ensure accurate and periodic demand planning by involving the Sales and Distribution team.

- Improve sales-related processes, including sales target prediction, sales target consolidation, increase in collections, etc.

- Monitor implementation of the sales strategy through the establishment of mid to long term performance goals and constant review of the same.

- Develop an efficient distribution channel for institutional sales by identifying and developing the key distributors.

- Focus on building strong relationships with existing customers, get directly involved in the management of key major accounts, and create programs for the identification and development of new customers.

- Focus on developing a strong brand establishment & penetration for the business product and promote positive relations with all business partners (distributors, retailers, vendors).

- Conduct periodic reviews of Sales MIS and other reports prepared by the sales teams and provide guidance for improvement.

- Provide guidance in establishing and deploying service level agreements with various consignees and distributors.

- Attend and participate in sales meetings, product seminars and trade shows in order to keep abreast of the latest happenings in the environment.

- Conduct market feasibility analysis for the existing product that is part of the plan and provides inputs to the Marketing or Finance team on the expected return.

- Conduct market intelligence analysis and stay abreast with competition and trends in the industry.

- Drive collection of market feedback on the existing products under the brand and provide relevant inputs for improvement to the marketing team.

- Drive pricing decisions for new titles and revisions based on cost margin and competition analysis.

- Develop and drive the sales strategy in alignment with the business strategy for the achievement of the annual sales budget and targets

- Ensure execution of the sales strategy for expansion & retention of the customer base, increasing market share and development of a strong brand proposition.

- Formulate and monitor sales targets and forecasts, set quarterly/monthly targets for each product segment and communicate the same to various sales teams.

- Responsible for work allocation, manpower requirement and development needs identification, performance management, talent movements, and other people-related aspects for the team.

Key Requirements

- Bachelor's degree in Marketing or Business, MBA preferred

- Highly developed sales professional with 15+ years' experience leading teams with previous experience in trade marketing and channel marketing from FMCD/Consumer Durable industry

- Proven track-record of hiring, building, and managing a team, ideally with strong competency in complex environments with multiple brands and categories.