Website:
crompton.co.in
Job details:
Principal Accountability (Purpose of the Role)
• Drive readiness and expansion of the distributor and dealer network for the kitchen appliances category in Gujarat.
• Support channel setup across multi‑brand outlets and regional retail formats.
• Strengthen presence in the region through systematic sub‑dealer expansion.
• Deliver primary sales targets (overall and category‑wise).
• Ensure deployment of marketing collaterals and conduct training for channel partners.
• Lead overall category development across General Trade, Regional Retail, and the Kitchen Dealer channel.
2. Key Responsibilities
A. Channel Management
• Scan markets, conduct research, and identify/appoint potential distributors.
• Ensure availability and setup of marketing displays and collaterals before launch.
• Execute sales activation plans, BTL activities, channel partner meets, and brand‑building initiatives.
• Maximize reach through improved Numeric and Weighted Distribution.
• Continuously track and improve distributor and dealer health metrics.
B. Sales & Collections
• Conduct frequent market visits ensuring visibility and availability of Crompton kitchen appliances.
• Achieve annual budgets and collection targets; implement ROD (Reduction of Outstanding Debts).
• Manage channel partners across GT, Modern Retail, Exclusive Brand Outlets, etc.
• Deliver monthly product‑wise and channel‑wise sales targets.
- • Improve premium product contribution within the category.
- • Drive business development with architects, builders, and interior contractors.
C. Operations
• Coordinate with Commercial teams, C&F partners, and warehousing for seamless operations.
• Ensure timely stock liquidation and maintain minimum stock levels as per forecast.
• Lead process improvement initiatives and ensure adoption of digital tools (Field Assist, Dealer Portal, Leaderboard, Training Portal).
• Address retailer service requirements, SLA escalations, customer issues, and sales staff training needs.
• Prepare and publish daily, weekly, and monthly MIS on assigned vs. achieved targets.
• Facilitate strong cross‑functional collaboration with Sales, Service, Finance, Logistics, etc.
D. People & Partner Engagement
• Motivate and engage dealers/retailers to achieve sales quotas; evaluate their performance.
• Train and monitor off‑role employees (e.g., in‑store promoters) within the city.
E. Market Development
• Consolidate and share monthly and quarterly market feedback on products.
• Provide insights on new product opportunities, competition mapping, and forecasting analytics to management.
3. Key Performance Indicators (KPIs)
• Channel‑wise sales achievement (%)
• Sales growth in the assigned territory
• Dealer activation (%)
• ROD reduction and collection efficiency
• Market activation reach vs. plan (%)
• Focus product target achievements (%)
• Engagement scores (off‑role teams and retailers)
4. Key Stakeholders
Internal
• Branch Sales Teams (RSMs)
• Regional Support Functions – Service, Finance, Logistics
External
• Channel Partners
• Channel Financier Point‑of‑Contact
5. Desired Personal Attributes
• Execution excellence
• Strong communication & negotiation skills
• Relationship & stakeholder management
• Personal leadership
• Innovation mindset
• Analytical thinking & problem‑solving abilities
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