MGR (SALES MENA - EBU)

Travel:- This is a Sales role. Travel to the relevant countries is a must . % of travel will depend upon lot of factors such as the Covid / other travel restrictions.

Location:- Akurdi

Region :- Countries or cluster of countries in MENA

Job Description

Job Title:

Mgr - Sales

Level:

EX

Function:

 2 & 3 W Sales – MENA

Department  (Sub-function)

NA

1. JOB PURPOSE

Sales Manager, International  manages the sales force within his defined country(ies). Sales Manager is responsible for overseeing sales operations, meeting revenue/volume targets and managing the sales team in (of the distributor(s)) in the team.

1. INTERACTION  WITH                               STAKEHOLDERS

Internal

External

Direct

Export BU>Marketing,Business Planning & NMD

Dealership, Distributors

Indirect

Export BU>Operations, Export BU>Sales (Africa), Export BU>Marketing,Business Planning & NMD

Financial institutions

1. JOB REQUIREMENTS

Educational Qualifications

Essential: Management || Business Management

Preferred Institution: Any Premier Insitute

Desired Qualification: Management||Business Management

Graduate||Any stream/branch

Work Exp

Min: 3

Max:10

Industry Specification

Automobile, FMCG

Addnl Requirements

Age

Min: 23

Max: 32

Need for travel

Yes

1. KEY COMPETENCIES

Technical/Functional

 1. Distributor Management.

2. Sales Process Understanding.

3. Understanding of Sales Process

4. Creative thinking ability

5. Analytical Skills

6. Ability to present and articulate ideas clearly

Behavioural

 EX - ACT - Continuously raise the bar; Ensure results with speed; Meet customer expectations

5. KEY RESPONSIBILITIES

1. Sales Vs. Targets:

           a. Achieving the sales targets through channel partners/distributors in the assigned region(s).

           b. Increasing the market share for the assigned region by providing Strategic Directives.

           c. Involved in the preparation of Plan Actuals with Divisional Sales Manager for setting sales targets country wise by analyzing actual sales vs expected sales.

           d. Updating market developments periodically to facilitate proactive steps to combat competition.

           e Analyzing market sales data and customer satisfaction data.

2. Network Coverage:

           a. Identifying the network gaps & identify prospective dealers/distributors based on regional priorities.

           b. Managing the business by monitoring each dealership/distributorship in terms of viability and profitability.

3. Systems and Processes:

           a. Capturing best practices from other regions and deploy them horizontally in concerned areas.

           b. Timely Training to Distributors/Dealers and  staff via Store power or other measures on Sales process, Product & CRM related activities.

           c. Reporting on country(ies)performance, Market Shares, Market information, Sales Forecast, Competitor Performance, Financier Matrix and Team Productivity.

4. Manpower:

           a. Ensuring adequacy of manpower at channel partners.

5. BTL/Local Level Marketing:

           a.  Initiate marketing programs/ BTL activities from time to time in the assigned country(ies) and monitor customer service to achieve sales objectives and customer satisfaction.

6. Stock and Working Capital:

           a. Managing the funds flow to the dealerships/distributorship and ensure optimization of working capital.

           b. Stock planning & correction

7. Finance:

           a. Manage funds flow to the dealerships by way of coordinating with the Financiers

           b. Ensures smooth operation by tying up with Financiers  for trade advances or Inventory Funding.

The above list is not exhaustive and could evolve with changing needs & priorities of the company