Deputy General Manager
Reliance industries Ltd
Total years of experience :17 years, 6 Months
Channel management, distribution network management, Responsible for sales & marketing
Job Purpose
Lead and guide the Sales Team in achieving their objective of identify and gain new corporate business as well as to maintain and develop existing clients
POSITION OBJECTIVE
To create and monitor sales targets for the team on a regularly basis (, revenue per account, etc )
Revision of the targets with active guide in order to develop and improve the performance of the team
To maintain and develop existing accounts to ensure they reach their maximum potential
Establish key relationships with corporate clients and agencies to ensure maximum exposure and increase revenue and to take a proactive approach to locating potential new business through the appropriate channels
To prepare Sales plan annually and it rreflects the action required to translate the marketing plan into revenue and further the plan is costed with sufficient supporting information as appropriate to support cost projections
To identify gaps in the Market into which our product could be promoted effectively
To analyse the company’s performance data in order to identify trends, positive and negative
Reservations and Communications all comprehensively record customer’ data and feedback to provide accurate and meaningful research data about our business: both statistical and subjective
Monitoring of External trends and competitor activity .
Preparation of pricing policy and Corporate rate pricing agreements are set and adhered to by the sales team
Significant variances either in price or volume are referred to the Chief Executive and Board for approval
All the Sales activities are co-ordinated towards achievement of targeted yields and all Sales calls, contacts and activities are properly recorded
All outcomes are reported and compared with achieved business results
To manage sales/operations liaisons
From time to time you may be required to carry out duties outside the normal sphere of work as may be reasonably requested by Management
To assist in the production of the Business Plan
Analysis of the results by market sectors; service, nationality and other appropriate measures including narrative identifying trends and it includes review of action taken or planned to improve margins
To control costs
Sales and Marketing Department costs including staff costs are controlled so as to remain within budgeted (or forecasted) limits
No costs are incurred without authority (purchase order, recruitment authority, etc)
Controls are co-ordinated with the Sales & Marketing where cost responsibility is shared to protect the control
To recruit, train and develop the Sales Team
To prepare, conduce and follow-up on the Team annual appraisal (or more frequently if appropriate) as well as monitoring the results of the team over the year
Training and Development plans are prepared for staff arising out of appraisal of training and development needs
To ensure the health, safety and well being of staff
ACHIEVEMENTS
Instrumental in getting an institutional order from M/S HYUNDAI MOTORS - CHENNAI for a quantity of 4714 nos of LED Televisions worth Rs 5 Crores during 2014
1. Position Objective
Formulation of product strategy and action plan as per business plan & targets allocated for the region - Tamilnadu / Kerala
Improvement in Market Shares & Brand Awareness for the region
Understand existing & upcoming product range and prepare product branding materials
Analyze Technology trends to improvise Product Portfolio
Introducing new products / technology from time to time
Ensure availability of right model mix at the right place & time through smooth planning process
Market Intelligence - Study global trends, product innovations, competition tracking, market share analysis, loss of opportunity review for the allocated region
Active participation and initiate strategic solutions on Secondary sales activation programs, inventory levels, stock ageing, network correction, and consumer offers, in shop promotions, product performance feedback
Pricing communication & Sales co-ordination
Sales and stock planning
AR: collection against sales tracking & monitoring
Brand specific product lineup & product obsolescence plan
Network correction, development & expansion
Analyzing the changes in consumer preference, new products being launched in the market
Coordination with local & global R&D team for product conceptualization & development
Product feedback from branches in line with competition benchmarking
2. Decision Making Authority and Controls:
A. Decisions Made Alone:
Product availability at branches / independently
B. Decisions on Consultative Mode:
Monthly planning cycle; inventory control
C. Decisions referred to Higher Level:
Product promotions and brand advertising
3. Work Relationships
A. Internal Customer:
Marketing, Sales, Advertising, Finance & Accounts, Manufacturing, Logistics & Service
B. External Customers:
Advertising and Market Research Agencies
Responsible for demand forecasting, sales budget achievement & managing inventory pipeline, ensuring ready availability of products as per the market demand
Establishing strategic alliances / tie-ups with financially strong and reliable distributors, dealers and sub dealers resulting in deeper market penetration and reach.
Monitoring channel sales and marketing activities; implementing effective strategies to maximize sales and accomplishment of revenue and collection targets.
Close interaction with the dealers and distributors to assist them to promote the product.
Ø Oversee entire marketing and sales operations and also develop strategies to build consumer preference and drive volumes.with accountability of retail target, marketing and profitability.
Ø Responsible for demand forecasting, sales budget achievement & managing inventory pipeline, ensuring ready availability of products as per the market demand.
Ø Establishing strategic alliances / tie-ups with hyper markets (Carrefour, Lulu, Giant stores, E-Max Dasman hyper market, Safari hyper market, and Al-Meera co-operative society) resulting in deeper market penetration and reach.
Ø Conducting competitor analysis by keeping abreast of market trends and competitor moves to achieve market share metrics.
Ø Building & mentoring field force regarding the activity plans for organisational commitment creating a healthy work culture for streamlining processes to ensure smooth functioning of sales operations.
Ø Close interaction with the hyper markets (Carrefour, Lulu, Giant stores, E-Max, Dasman hyper market, Safari hyper market and Al- Meera Co-operative society) and all our own retail outlets ( 11 showrooms in entire qatar ) to assist them to promote the brand.
Ø UNDERGONE A TRAINING ON STRATEGIC PLANNING MANAGEMENT