State Head - Trade Sales

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Date: Apr 19, 2025

Location: Chandigarh, MH, IN

Company: Bajaj Electricals

JOB ROLE

State Head

JOB ID

JRO0385

REPORTING TO

Zonal Head - Trade Sales

TYPE OF ROLE

People Management Role

LOCATION

Respective Zonal Offices   

BU/ DIVISION

Consumer Products- Trade Sales

JOB PURPOSE

The State Head ensures the effective implementation of national & zonal strategies and drives performance within their territory.

KEY RESPONSIBILI

TIES

-Business

  • Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing.
  • Secondary Sales: Drive retail-level sales through distributor networks to meet state sales objectives
  • Primary Phasing/Billing Efficiency: Drive Weekly billing plans and monitor execution with distributors.
  • Primary & Secondary RMA Oversight: Manage Primary & secondary returns to ensure minimal disruption to the supply chain.
  • NPD Commercialization & Premiumization: Achieve NPD commercialization and premiumization objectives

-GTM

  • Channel Management: Build a strong channel network within the assigned state by appointing distributors.
  • GTM Rollout: Execute GTM strategies in alignment with the national framework.
  • Distributor Infrastructure Development: Assess and develop distributor networks for better coverage and efficiency.
  • Inventory Management: Manage stock availability at state warehouses and at distributors
  • Primary Collection:Ensuring timely collection of channel finance and BEL outstanding for zone

-People

  • People Development: Train and mentor RSMs and Trade Sales Managers, fostering team growth and retention.
  • Recruitment & Handholding: Oversee the hiring and onboarding of RSMs and TSMs for the state.
  • Sales Capability: Motivating teams to actively engage in sales training sessions and effectively implement the acquired knowledge in their work.

-In market

  • Driving Productivity: Set KPIs and ensure consistent productivity improvements at all levels.
  • Driving Weighted & Numeric Distribution: Expand distribution footprint by onboarding more outlets and improving stock placement.
  • Market Activities: Overseeing market engagement activities and deployment of BTL elements, RBP program
  • Sales IT Execution: Ensure RSMs and TSMs utilize sales IT tools effectively for reporting and tracking.
  • Process Efficiency Improvement: Streamline workflows for faster and more efficient state-level operations.
  • Market Intelligence: Collect and analyse market trends and competitive insights for better decision-making.
  • Trade Loyalty programs: Achieving monthly & Quarterly targets of RPL outlets (Platinum & Gold)
  • Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program

-After Sales

  • After Sales Service: Address escalated after-sales issues to improve customer satisfaction and loyalty.

EDUCATIONAL QUALIFICATIONS

  • Graduation (any)  
  • PGDM/ MBA (Sales & Marketing)  

WORK EXPERIENCE

  • 10-15 years of experience preferably in FMCD /FMCG/ Consumer durables
  • At least 7-10 years of experience in a team leading role
  • Should have experience in B2C Sales & Marketing

CERTIFICATIONS

NA

PREFERRED/ ADDITIONAL REQUIREMENT

NA

NO OF REPORTEES

Regional Manager - Trade Sales, Sales Coordinator

INTERNAL / EXTERNAL INTERFACE

  • SCM
  • Logistics/warehouse
  • Marketing
  • ABM
  • Channel Partners
  • RCMs

BEHAVIORAL COMPETENCIES

  • Think Beyond
  • Put Consumer First
  • Collaborate to Win
  • Develop Talent
  • Be the Best
  • Be Agile

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Disclaimer: Bajaj Electricals Limited (BEL) offers a great work environment, professional development, challenging careers, and competitive compensation. BEL is an Equal Opportunity Employer. Employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

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