Job Details :

Job Requirements :

Education MBA from tier 1 collages

Relevant Experience 8 - 12 years (experience of handling a team)

Process Contribution

Sales: Sales Planning: Business Plan Formulation

1. Provide inputs for the development of Retail & Trade strategy within the region and ensure its translation and alignment during its development and execution

2. Provide inputs on all activities effecting the functional P&L like quarterly budgets, annual targets, expansion plan etc. for the regions to the business heads

3. Develop and jointly agree on the annual business targets of the respective regions based on the sales targets driven by the corporate, market analysis on potential sales for the next year, new stores/ regional expansions, inputs from ABMs and develop state-wise/ brand-wise/ variant-wise/ targets

4. Develop and approve manpower optimization strategies for the region.

Sales: Evaluation and Control: Conducting Business Performance Reviews

1. Monitor the financial performance of the areas against budgets to identify areas of unsatisfactory performance; approve & execute countermeasures and potential performance improvement opportunities periodically

2. Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

Sales: Network Expansion

1. Provide approval on the annual plan proposed by the ABM on expansion to new regions and renovation of existing store based on the annual targets set by the business

2. Approve the ROI projections for the new upcoming stores presented by the network expansion manager

3. Identify markets for penetration and monitor the expansion of stores across the region as per the targets and propose countermeasures when required

4. Create, propose and seek approval on the annual budgetary requirements for new store profitability and ensure execution compliance

5. Propose alternative options in case of deviations in the expansion plans and seek approval from the RBH

Sales: Retail Marketing

1. Create and seek approvals on marketing plans and budgets for regions/ stores/ dealers in coordination with ABMs after analysing the markets & competition

2. Create and seek approvals on the annual overhead expenses in the region which include VM fixtures, travel expenses etc.

3. Design, develop and approve activity for the retail and trade initiatives with expected ROI calculations

4. Design and develop the marketing support to the stores in terms of VM updation, gift with purchase introduction, promotions etc.

Retail Operations: Field Sales Operations Management: Field Operations and Financial Planning

1. Provide exceptional approvals on interventions targeted towards improving concerned stores, franchisees or regions which would include marketing support, stock accumulation, organize local events etc.

2. Provide exceptional approvals on interventions targeted towards improving concerned dealers, distributors or areas which would include marketing support, stock realignment, local BTL activities etc.

Sales: Retail Operations: Scheme Management

1. Provide inputs to the marketing teams to develop nation-wide schemes

2. Design, develop and seek budget approvals on region specific schemes for potential seasonal improvement in sales

3. Design, develop, approve and roll-out regional schemes during an active national scheme within the defined budgets with approval from the Regional Business Head to maximize sales

Sales: Retail Operations: Incentive Management

1. Ensure smooth execution of the annual incentive schemes for the staff designed by the operations team

2. Conduct quarterly review to assess the effectiveness of the incentive scheme and propose course corrections accordingly

3. Coordinate with relevant stakeholders in executing the prolip incentive schemes across the division with coordination from the HR teams

Retail Operations: Field Sales Operations Management: Customer Complaint Resolution

1. Ensure customer complaints resolution in the regions are as per the defined SLA and coordinate with relevant stakeholders for quick resolution of escalated customer issues

2. Provide budgetary approval for resolving critical customer issues

After Sales Support: Customer Service & Support: Lean Operations Management

1. Ensure implementation of the approved lean practices across the stores and provide adequate support to the Customer Experience Executive in training, conducting kaizen mela, introducing recognition programs etc.

Sales: Retail operations: Training and Development

1. Conduct training need identification exercise for all ABMs and coordinate with the HR team to execute trainings

2. Ensure new product introduction training to relevant stakeholders in coordination with the HR team

Sales: Retail Operations: Recruitment & Selection

1. Conduct interviews to support selection for critical positions in the region with coordination from the HR teams

People & Talent Management

1. Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.

2. Mentor and develop staff using a supportive and collaborative approach.

3. Ensure talent pipeline is created by succession planning for the critical positions in the region.

4. Set Objectives for Reportees aligned to the organizational /functional.

5. Liaise with HR on vacant positions.

6. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.