National Sales Manager – Repl. Sales, Farm PBU

National Sales Manager – Repl. Sales, Farm PBU, India

Position Description: Reporting to VP Farm PBU Head, this position has overall responsibility for ensuring and enhancing profitable sales through the replacement channel across the country.

Responsibilities: Lead the development and execution of replacement sales strategies across all consumer product lines and provide strategic leadership and direction to replacement sales in Farm PBU.

Sales Strategy & Planning:

• Develop strategy and long-range plans to support sales targets, and achieve revenue targets
• Develop an annual sales plan, a consistent and reliable revenue forecasting process and manage expense budget 
• Provide inputs on market potential, pricing; industry & competitor trends; identify priority areas; strategize on growth projections for the Replacement channel; present sales forecast and sales plans to arrive at a robust operating plan for the channel
• Strategize on regional schemes, promotions; monitor trends & suggest options to increase brand performance to ensure brand credibility & increase in sales volume

Market Mapping & Development:

• Provide inputs on market needs; ensure coordination between sales & marketing functions, identify, develop & monitor operations and strategies to build strong & profitable brands in the regional market
• Assess potential market; map dealer distribution network & sales promoters: evaluate opportunities in existing market & identify new segments; track market receptivity & suggest strategies; provide feedback to PBU Leadership to increase market share

Commercial Management:

• Monitor collections status; negotiate terms & conditions with required parties; track projected sales volume vs. actual; initiate corrective steps; provide feedback to planning team to ensure profitable sales in the region
• Management of Payment Terms and Credit Limits. In conjunction with Finance Team, ensure all customers credit limits are maintained, and adjusted where necessary with the appropriate securities in place
• Maintain customer credit account balances within agreed company terms

Team Development:

• Lead, direct, guide & support team members; review & monitor performance; ensure transfer of knowledge & development of talent; be a mentor to build a competent and performance oriented team

Required Experience:

• 15+ years of sales experience including 5+ years managing P&L and sales executives within a direct marketing services organization
• Good understanding of business commercials and concepts like profit; margin; variable cost; ROI etc.
• Knowledge of direct marketing sales and services, and the ability to provide an integrated solution to prospects and customers

National Sales Manager – Repl. Sales, Farm PBU

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