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Date:  Mar 24, 2021
Location: 

Chennai, TN, IN

Company:  Bajaj Electricals

Job Title

Territory Head

Reporting To

Area Head

Department/ BU

CP Trade Sales

Location

Dharmapuri

Organizational Description

Bajaj Electricals Limited (BEL), a globally renowned and trusted company, with a turnover of ₹4978 crores (FY 19-20), is a part of "Bajaj Group". Bajaj Electricals’ business includes Consumer Products (Appliances, Fans, Lighting), Exports, Illumination and Transmission & Distribution (Transmission Line and Power Distribution). We also have a strong presence in premium range of home appliances and cookware with brands like Morphy Richards and Nirlep.

 

We have 18 branch offices across different parts of the country besides being supported by a chain of distributors, authorized dealers, retail outlets and approximately 480 customer care centers. To increase our global footprint, Bajaj Electricals has also set up offices in Africa, Middle East and China.

 

Bajaj Electricals is driven by Gandhian set of values advocated by our founding father, Shri Jamnalal Bajaj. Our current leaders carry forward this legacy while evolving for the future. “Inspiring Trust”, our tagline, is something that we associate with and try to fulfil in our everyday endeavors. Apart from work, we also believe in bringing about change in our society through our philanthropic work. Our Corporate Social Responsibility (CSR) initiatives rest on sustainability, gender diversity, employee volunteering and community outreach programs

Job purpose & Scope

To achieve preset and agreed primary and secondary targets through channel partners.

Major Areas of Responsibilities

  1. Achieve sales & collection targets -
  • To achieve sales targets directly, through distributors, dealers, wholesalers, institutions and long arm sales personnel.
  • To introduce new products & monitor sales of products regularly.
  • To ensure timely collection of payments.
  • To execute the distribution plan of the territory.
  • To accompany distributor sales personnel for order booking on a pre-determined cycle.

 

  1. Manage channel partners -
  • Network Expansion - appointment of new dealers & distributors.
  • To maintain and nurture good business relations with distributors and retail trade partners and negotiate as per BEL terms.
  • Establish stock norms with distributors per market and ensure stocking levels and replenishment.
  • Monitor second sales of distributors and dealers.
  • Ensure Product merchandising.
  • Ensure timely settlement of claims of channel partners.

 

  1. Competitor Analysis -
  • To provide market information and feedback on competitor schemes / offerings to internal teams.
  • Collect data from market about market share, industry growth and consumer preferences.

 

  1. Sales Administration -
  • To provide product knowledge and on-the-job training to distributor Sales personnel.
  • To provide monthly report on each distributor in the territory.
  • Ensure implementation of schemes by distributors.
  • To implement Sales promotion campaigns, product launches, demonstrations, displays etc.
  • Regular visit to institutions.

Person Specifications

Essential Qualification: Graduation

Desired Qualification: A Post graduate diploma in sales and marketing is preferred but not essential

Experience: 2-8 years of experience in selling directly or through channel sales - preferably from consumer durable or FMCG industry

Industry Preference: Consumer Durable Industry, Home Appliances/ Kitchen Appliances/FMCG

Sr. No.

Functional Competencies

Critical

Desirable

1

Selling skills

Yes

 

2

Business Acumen

Yes

 

3

Analytical Skills

Yes

 

4

Product Knowledge

Yes

 

5

Forecasting & Planning

 

Yes

Sr. No.

Behavioral Competencies

Critical

Desirable

1

Team player

Yes

 

2

Strategic thinking

Yes

 

3

Relationship management

Yes

 

4

Operational effectiveness

Yes

 

Any specific requirement