JOB DESCRIPTION

A            Position Overview

Position Title

Area Sales Manager

Department

Direct Sales Force ( Direct Distribution)

Level/ Band

401/Manager

Role Summary:  Drives sales in the zone through liaison with channel partners, Interacts with sales staff of the channel partners to motivate them to sell company products, Manages customer queries & complaints & ensures they are resolved.

B            Organizational Relationships

Reports To                     

Regional Sales Manager / Zonal Sales Manager

Supervises

Sales Managers and WPOs

C           Job Dimensions

Geographic Area Covered

North Zone

Stakeholders                                           Internal

Distribution Operations, Operations, Marketing, HR

External


D         Key Result Areas

Drive sales in the zone through liaison with channel partners

• Top line and bottom line responsibility for sales through the respective channel partners
• Coordinate with the senior management of channel partners to set targets & review mutual expectations
• Coordinate with channel partners to decide contests for their sales teams 
• Arrange for marketing material for the channel partners
• Develop contests for sales teams of channel partners 
• Interact regularly with channel partners to provide them with sales status, product updates, business required etc

Interact with sales staff of the channel partners to motivate them to sell company products

• Visit the branches of channel partners on a regular basis to observe the sales process & resolve any escalated queries
• Inform the sales staff at the branches about the various contests being held & motivate them to perform better
• Track business on a daily basis & give feedback to sales team as well as senior management
• Facilitate delivery of marketing material to outstation locations

Manage customer queries & complaints & ensure they are resolved

• Handle customer queries & complaints received through channel partners
• Facilitate case submission & issuance for the channel partners' sales teams
• Coordinate between channel partners & operations team to ensure all pendings are resolved
• Facilitate claims resolution & give update on the same to channel partners

Manage & develop a team of reportees

• Set targets for the reportees & review their performance on regular basis
• Look after manpower requirements at clients' end as well as for the team
• Set sales strategies for the team and follow up with the team to ensure that they are achieving their targets & provide them with regular feedback
• Provide support to team members in every possible way for them to achieve their targets

Drive adherence to SOP's & ensure compliance 

• Ensure compliance in business through mock calls at the channel partners' offices
• Ensure that the form is being filled correctly to avoid any fraud or misrepresentation
• Educate the sales teams of channel partners on the importance of compliance
• Ensure that no misselling happens at the sales offices & that no wrong information is being given out by the CA/BR team

Prospect new channel partners

• Look out for prospective channel partners & analyze the feasibility of collaborating with them
• Approach them with a business plan & start negotiations
• Analyze competition & device sales strategies accordingly
• Participate in risk mitigation plans, contingency planning, business continuity programs by executing and reporting within defined timelines.  Highlight and recommend process gaps, flaws and process changes.

E        Competency

Competency For
 Area Sales Manager

Proficiency Scale

Proficiency Scale Description

Consumer Focus

Understands the consumer life cycle, makes him/her feel valued and provides a value proposition suitable to the customer and make him/ her a brand ambassador by making use of functional knowledge and expertise

4

Is aware of the all latest offerings available in the market place and uses that information to create an environment where team/s are empowered to put consumers first. Organizes processes around consumer needs by taking into account the complex and sensitive information to meet their long term needs.

Implements feedback system to improve consumer experiences at each touch point. Acts as a catalyst to backend support, service team and product teams to create more consumer focused product / services

Building and

Managing Relationships

Collaborating with key stakeholders and team members to build positive working relationships based on confidence, trust and sensitivity to facilitate the accomplishment of common work/ business goals.

4

Proactively seeks out to identify and establish relationships which might be crucial for achieving long term success. Builds strong alliances with intra department colleagues / stakeholders that would support his/her team achieve business results. Takes efforts to ensure that key contacts and networks also find it beneficial to maintain relationships. Encourages own team members to build nurturing relationships

Effective Communication

Able to communicate accurately and concisely with various stakeholders by adapting communication methods based on situation and well reasoned arguments to convince and persuade stakeholder to achieve win-win situations

4

Creates an environment where team/s are encouraged and developed to enable them to communicate effectively with consumers and stake holders. Facilitates the understanding of complex messages to teams and stake holders by using appropriate communication techniques and ensures that the team is well versed with the skills and tools required to effectively communicate to various stake holders. Encourages the team to follow best sales communication practices adapted from similar line of business and sets them up for success.

Taking Ownership

Achieves results by taking responsibility proactively and by making timely decisions with

speed & urgency

4

Proactively sets stretched targets for team and empower/motivate them to achieve the same. Takes responsibility for self and team's productivity even under testing situations. Recognizes ways of improving team productivity and customer service standards and makes critical decisions which has an impact on improving them. Understands how to divert teams effort in achieving broad business objectives/targets and consistently drives them for results.

People Management

Develop and manages individuals and team performances through constructive feedback, coaching and mentoring .

4

Creates a collaborative environment and continuously motivates The team to work together. Empathizes and maintains an on-going two way communication

With team members. Makes team members understand criticality of their contribution to the team's success and facilitates understanding of

Interdependencies among roles. Advices and coaches others by sharing experiences and Discussing how to handle current or anticipated concerns.

F         Skills Required

Technical



Behavioral

Essential

Desired

Interpersonal skills

•  

Communication skills

•  

Creative thinking skills

•  

Supervising/Leadership skills

•  

Teamwork Skills

•  

Influencing skills

•  

Relationship Building skills

•  

Decision making skills

•  

G              Incumbent Characteristics

Essential

Desired

Qualification

Graduate

PG/MBA

Experience

6-8 years