About the role

Job Description: Branch Manager – Sales

Label	Value
Business	Laminates\Sales\Sales Domestic
Deputation	Multiple Locations
Band	2
Reporting To	Regional Sales Manager

Role Objective

The incumbent will be responsible for driving the complete Go-to-Market model/ sales strategy in the state responsible for to ensure that the business objectives are met. In addition, ensuring that the strategy also gets transitioned into operations as per directions from the Senior Management.

Job Responsibilities

Operationalize sales strategy into operations, and be responsible for driving the complete Go-to-Market model in the state responsible for to achieve the business objectives.
Management of a mid to large team of ASMs and Frontline Sales persons; and BTL marketing manager in some cases.
Deliverables are Topline and Bottomline, driving Product Mix with focus on Premium, and driving the desired Distribution Infrastructure in the region – to deliver Numeric Distribution & Weighted Distribution objectives, and Market share objectives.
Facilitate usage of all IT tools – ERP, DMS and CRM, as well as Sales force automation.
Drive Capability building of teams.
Drive Influencer programs to up our equity with Specifiers and Contractors.
Drive visibilities in Retail, with help of In-Store programs.
Do KAM for top customers.

Note: Details about technical job responsibilities to be added by respective department heads/ line managers.

Key Performance Indicators

KPI	Description
Revenue	Topline - Primary Sales Value - Top 4 (1mm+SLC+Flex+0.8mm)
Product Mix / profitability	SLC Sales Value
Distribution	No. of Towns billed and No of Outlets billed (Once-in-3-Months)
Commercial	Primary Collections - as per Defined Credit Days
Process Adherence	Monitoring of PJP of Team and New SFA rollout
People	People Development / Capability Building
Visibility / Branding	Coverage of T1 & T2 towns
Behavioral	Ensuring Self + Team adherence to Merino Way of Selling.

Note: Specific KPI targets and details to be added by respective department heads/ line managers.

Internal Stakeholders

Regional Sales Manager
National Sales Head
Regional Accounts Team
Regional Supply Chain Management Team
Regional HR Team
Regional Marketing Manager

External Stakeholders

Dealers/ Distributors
Business Partners
Senior Industry Influencers & Customers
OEM’s

Desired Position Qualification

Should have good working knowledge of Influencers like Contractors and Architects, along with deep understanding of Channel.
Should have worked as a Sales leader, managing a state or two and leading large teams.
Should have worked with a sufficiently 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.
Should have definitely worked in respectable B2C brands in the Building material industry (Paints/Sanitary ware/Adhesives/ Electricals/Hardware). Experience in a consumer goods domain (FMCG or Durables) will be an added advantage.

Note: Specific position qualification requirements for e.g., well versed with xx technical software, to be added by respective department heads/ line managers.

Desired Education/ Skills Qualification

MBA (Sales & Marketing) with minimum 12-18 years of experience in similar domain.
Should be excellent in Relationship building skills and Communication skills.
Pleasing and Confident Personality.
Excellent Team Management Skills.
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.

Note: Specific qualification requirements for e.g., certifications required etc. to be added by respective department heads/ line managers.