Area Sales Manager - Institutional Sales

WAT ZOEKEN WE?

Responsible for achievement of revenue & pairs estimates for the assigned territory on monthly basis. To close business as per the commercial policy guidelines, ensure complete payments & C forms in the prescribed timeframe.
Business development initiatives in all institutional market segments like manufacturing, psu, schools, corporate, phama, hospitality, healthcare, modern key accounts & other institutional bulk buyers.
Complete database & mapping of all major customers in all market segments, understand their buying patterns, buying decision process, key decision makers. Regular touchbase program with them.
Monthly planning / Weekly call plan with call objectives pre-defined for new business development with respect to each market segment, follow-up & close existing prospects, visit plan to key customers / major customers, travelling plan, distributor visit plan, initiate new projects every month for growth of business.
Ensure coverage, monthly business plan, performance control & monitoring, new prospects, customer base expansion, complete settlement of all commercial issues including claims & payments, lead time & delivery issues every month for existing distributors / channel.
Key accounts / Major accounts business complete MIS as prescribed by HO / order servicing right from order generation to GRN generation & timely payments with ‘C’ forms collection, / new business planning / secondary sales monitoring / Credit note & Debit note settlement / Quality & Shortage issues settlement, promotion plans, merchandising plans, co-ordination for all practical purposes to complete the sale.
Database in prescribed format with regular new additions, latest data validation of all customers in territory with all the mapping details, buying potential & segment-wise. Source new relevant data from different sources & conduct mailing exercises, referral building exercises & other lead generation exercises on regular basis. Order Win-Loss Data.
Channel expansion- appoint Distributors / agents for the different institutional market segments & territory.

KEY DELIVERABLES / KEY RESULT AREAS

Achievement of Revenue & pairs estimates on monthly basis with timely payments & C forms.
all identifiedall institutional market segments & territories.
Appointment of New Distributors / Agents / agencies in the assigned territory for all the market segments i.e. Corporate, Manufacturing, Hospitality, Education, Key accounts, Marketing agencies, Gift houses & others & ensure performance fulfilment by each Distributor / Agent on monthly basis. Regular communication with all new & existing Distributors/agents for their monthly activity planner, monthly business commitments, new product & pricing updating, database, payments & order servicing.
Database generation & management / business analysis / MIS generation for all existing customers, Key Accounts & potential customers
Ensure that all customer complaints are addressed with in reasonable time with focused approach towards total customer satisfaction.

WAT ZOEKEN WE?

Institutional Sales

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