The team you will be a part of

The Channel Sales (Commission) team is responsible for selling products and services to a wide range of highly complex or major accounts and customers and execution of sales plans, targets and budgets within the overall regional and business unit sales strategy. Accountable for increasing sales/client ratio and expanding customer base.

This role in summary

Responsible for delivering targeted volume of primary and secondary of defined territory/channel/trade. Responsible for handling and driving retail executives to drive sell out in counters, responsible for building and maintaining good relationships with key stakeholders at partner level. Responsible for account reconciliation and process implementation, responsible for product placement and display adherence, responsible for driving right mix at counters and monitor competition product/pricing/placement etc

Your responsibilities will include

Execution of sales management process :
Achieve sales target for territory.
Sales network expansion and management. Provide dealers and distributors in the area about information with new or improved products and services in order to improve sales in the area.
Engaging trade schemes and maintaining commercial hygiene.
Work continuously towards improvement of the channel.
Maintaining a long-term relationship with our business partners.
Responsible for the entire gamut of lead management, sales and business development for the region.
Analyzing competition scenarios and reporting the same - MIS Reporting.
Implementation of credit policy, minimize daily sales outstanding and increase collections.
Trade Partner Management
Monitor and analyze the market scenario, competitors activities including price
Monitor trade partner inventories and plan stock inventory.
Collect feedback from distributors and dealers.
Ensure timely collections and partner sign-off
Ongoing movement of stock movement trends and ensuring continuous availability of key SKU’s.
Ensure training of trade partners- salesmen and sales promoters on products.
Managing Depot: 
Ensuring proper chain management and handling compliance issues
Demonstrate the whirlpool values in day to day activities.
Taking care of key accounts and accounts which includes channel sales, maintaining planogram with competitive benchmarking, maintaining display, scheme working, sign off and reconciliation.
Maintaining ND and WD, maximum reach with maximum depth.

Minimum requirements

Maintaining the right product at the right place, at the right counter and at the right time.
Increase distributors’ rotation to get primary from distributors.
Drive the secondaries with a better mix.
Increase the billing points and networks with the sub dealers.
Realizing payments from the distributors.
Taking care of direct channel, stock maintenance and ensuring the given schemes have been passed.
 

Preferred skills and experiences

Stakeholder Management
External
Retail executives, Trade partners, Third party vendors, Marketing people.
Internal
Branch Manager, Branch Commercial Manager, Service executives

KNOWLEDGE, SKILLS AND ABILITIES

TECHNICAL
Sales and distribution management
Market Orientation: Understanding of competition, market size, the universe, module of the business to drive the growth.
Data Analysis

MANAGERIAL
Passion for Consumer 
Bias for Action
Play to Win