Regional Sales Manager - East

Merino Group · Kolkata, India

Role Identifier

Job Title: Regional Sales Manager - East

Business: Laminate

Deputation Location: Kolkata

Band: 3

Reporting To: Chief Sales Officer

Role Objective

The Regional Sales Manager oversees all sales activities within a designated region, manages a team of sales representatives, and drives revenue growth by implementing effective sales strategies. This role requires strong leadership, strategic thinking, and a focus on achieving sales targets.

Job Responsibilities

Sales Strategy and Planning:

• Develop and execute sales strategies to meet and exceed regional sales targets.
• Analyze market trends, customer needs, and competition to identify growth opportunities.

Team Management and Leadership:

• Recruit, train, and manage a regional sales team, setting clear sales targets and goals.
• Provide guidance, coaching, and performance evaluations to the sales team.

Business Development:

• Build and maintain strong relationships with key customers, clients, and partners in the region.
• Explore and pursue new business opportunities to expand market share and increase sales revenue.

Sales Operations Management:

• Oversee day-to-day sales operations, ensuring adherence to sales processes and policies.
• Monitor sales metrics, analyze performance, and prepare reports for management review.

Customer Relationship Management:

• Ensure high levels of customer satisfaction by addressing customer queries and concerns.
• Implement strategies to improve customer retention and foster long-term relationships.

Budgeting and Forecasting:

• Develop and manage the regional sales budget, forecasting sales volumes, and tracking expenses.
• Monitor financial performance against targets and take corrective actions as necessary.

Market Analysis and Reporting:

• Analyze regional market data, customer feedback, and sales reports to identify trends and opportunities.
• Prepare and present regular sales reports, forecasts, and analysis to senior management.

Key Performance Indicators

-Primary Revenue value - HPL Target

-Primary Revenue Vale - LPL Target

-SLC Value to the total sales Value

-Project/OEM Pipeline Health

-Ket Outlet Program Performance

-ND Expansion - Coverage across retail, AIDS and OEMs

-Primary Collection as per defined Cr. Days

-Reduction in Employee Leaving within 1 Year

-PJP effectiveness and adherence

Internal Stakeholders

• National Sales Head
• National Sales Director
• Regional Accounts Team
• Regional Supply Chain Management Team
• Regional IT Team

External Stakeholders

• Distributors
• Business Partners
• Senior Industry Influencers & Customers
• OEM’s

Desired Position Qualification

• Should have definitely worked in respectable B2C brands in the Building Material Industry (Specially working with Laminate organization)
• Should have worked in an ERP environment, and should have working exposure to Sales automation tools (SFA) & IT tools – Distributor Management System (DMS), and CRM
• Should have had exposure to world class systems & processes
• Should have working knowledge of Influencers like Contractors and Architects, along with deep understanding of Channel
• In Sales function, should have worked as a Sales leader, managing 2 or more states , and leading large teams
• Should have worked with a Large Channel network, across T1/T2/T3 towns
• Should have exposure to managing Distributors, as well as managing Large dealers
• Working experience in managing both Retail and projects necessary

Desired Education Qualification

• MBA / PGDBM – Regular from a Tier II College will be preferred.