National Sales Manager - Lighting Industry

Levant Consultants
  • Mumbai
  • Confidential
  • 10-15 years
  • 470 Views
  • 03 Jun 2015
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  • Sales/ Business Development/ Account Management

  • Electrical/ Electronics
Job Description

KEY RESULT AREAS (KRA's)

Industry Analysis & Strategy :

SWOT Analysis of different product lines
Providing Inputs to Business Head for the overall company strategy keeping in mind feedback & suggestions received from the Sales Team
Establishes sales objectives by forecasting and developing annual sales budgets for regions and territories; projecting expected sales volume for existing and new products.

Sales & Business Development :

Achievement of targeted sales, quarter wise and annually, for the assigned to Vertical ensure overall margins for the region
Fixing Annual/Quarterly/Monthly Targets for Regional Teams, achievement of sales per region.

Debtors :

Ensuring 100% collections from each account on pre-agreed terms.
Ensure proper and accurate Accounts Reconciliation with each account.

National key Account Management :

Regular interaction with entire chain of key influencers of account, enabling proper understanding of plans, targets, promotions, performance and improvement areas.
Periodic review of plan v/s performance and charting out improvement actions.
Understand sufficiently in advance the expansion plans from each account and do prior/timely schedule for actions from our side.

Acquisition of new accounts :

Visiting Architects, Consultants (Interior, Electrical, MEP)/ potential End Customers
To influence decisions & support team members
Designing a strategy to add new customers in a kitty

Profitability & Margins :

Ensure profitability from the key accounts over a period of time to ensure maximum margins while Negotiating the rates

Competition Tracking & reporting :

Keeping close watch & reporting competitor activity & threats in terms of New Products , Technologies, services etc.
Strategic inputs for product creation
Market intelligence
Updating Project Enquiry Bank
Timely Submission of Reports

After Sales Services :

Conducting the service audits for long term relationship
Prepare suitable promotional activity plan on a regular basis for brand promotion

Team development& training :

Coach, guide and counsel every team member to meet/exceed his/her assigned targets and deliverables.
Assess and arrange appropriate training / development for each team members

Key Performance Indicators :

Regional Sales targets
Debtors
Margin generation
Team Development

Candidate Profile

MUST - BE (Electrical) / M.E. / M.Tech. Electrical

MBA Preferred

Should have experience at National Level role for minimum 2 years

Position based at MUMBAI
The role of the National Sales Manager is to provide leadership to the Sales Team Nationally. A Target oriented person who has in-depth knowledge of Markets at a national level
He / She should also have a good working understanding of Financial aspects of the business so that his pricing & other decisions are well informed.
He/ She assists the Business Head in framing the National Budgets & Sales Targets for the company.
The person plays an active part of the Recruitment & Selection process for Sales positions in the company.
A person with Exceptional Communication & Presentation skills the National Sales Manager needs to motivate his team as well as convince his Customers to fulfill the Sales objectives.
He/ She has to be a mentor and be a role model to his/her teams; a person who knows how to use the carrot or the whip to get the best results. He may suggest Career Progression in terms of Sales people as well as impart Counseling/Corrective/Punitive action for underperformers.
He / She must be ambitious with the ability to adapt & thrive in an increasingly competitive & challenging environment.


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Levant Consultants