Regional Business Head (CTC 50-60 Lac)

Full Time
Kolkata
Posted 12 months ago

Leading Fertilizer company

Strategic Planning: Studying the market conditions, competitor strategies, product performances in the
previous years, feedback from dealers and customers, challenges faced w.r.t people and process
management, and accordingly preparing the division level annual operating plan based on the overall
Organisation goals and directions from SBU Sales Head. Communicating the plan to the team, aligning them
by taking their views into consideration, jointly evolving the micro execution plan, and working with the team onthe-
field and off-the-field to achieve the desired results.

Financial Management: Preparing the divisional budget and accordingly guiding the sales teams on their
targets & spends, constantly evaluating the dealer outstandings, reviewing the credit limits, closely monitoring
the collection trend to support cashflow and to mitigate any risks arising out of bad debts / disputes etc.,
providing timely suggestions on pricing, discounts and rebate schemes, constantly reviewing the overall spend
and keep working on the cost rationalization plan in line with the market performance & corporate direction

Sales & Dealer Management: Working with the RBH and ZMs to forecast sales based on the monsoon
conditions and crop patterns, deciding the product mix for each market, approving dealer appointments, fixing
dealer credit limits, meeting large dealers to understand the sales trend / farmer responses / crop patterns /
monsoon conditions and planning the liquidation strategies, constantly monitoring the supply patterns vs. the
demand generation, gathering insight on the potential areas for business, assessing dealer portal
effectiveness, directing the divisional accounts team to resolve any dealer-related issues on receivable &
payable, and reveiwing unlifted stocks, warehouse inventory and working with the logistics team to ensure
on-time supply.

Reviewing and Coaching: Receiving the MIS reports in the standard formats from sales team on periodical
basis, reviewing their performance on continual basis, counselling non-performers, sharing his/her experience
with the team to handle real-time issues and challenges, and encouraging them to perform and emerge as
high-performers, preparing and presenting the performance data during monthly reviews to the HO team.
Section Five: Principal Accountabilities

Planning: Directing the sales team to take-up initiatives (esp. during off-season) that are essential to increase
the demand such as customer / farmer mapping to create a comprehensive database and to assess the
market potential and use it to strategies the sales promotional and demand generation activities, reveiwing
with the field staff and taking informal feedback from the dealers to understand the competitor sales trend and
selling / promotional strategies, reviewing the manpower deployment and its effectiveness, developing rapport
with Govt. officials and inviting them to participate in crop seminars, engaging dealers through meetings and
creating more loyal dealers.
Key Accountability Statement

Product and Brand Promotion: Reviewing geography-wise promotional activity planning and approving the
same, selectively meeting large-size farmers in the villages to promote Coromandel products, reviewing
campaigns blueprint, addressing in crop seminars, initiating branding activities in prominent locations and in
dealer points, ensuring the promotional budgets are spend for right purposes, and directing the divisional
accounts manager to calculate ROI from campaigns.

Data Analysis: With the support of Business Analyst constantly analysing the trends of various parameters
(such as product performance, dealer-wise performance, market performance, profitability analysis, ROI
analysis, competitor performance and comparison, market potential analysis etc), and use the analysis results
to take appropriate decisions & to make appropriate suggestions to the corporate for improving sales,
profitability, brand equity and market share.

Job Features

Job CategorySales
Experience required15+
IndustryFertilizer or Rural Industry
Functional AreaSales & Business Development
CTC50-60 Lac

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