Senior Executive Sales and Marketing

Job Description
JOB CONTENT
Job Summary
He/she is responsible for achieving the sales target for his/her assigned area by managing existing channel partners and exploring new channels for business enhancement. A second aspect of the role is to work towards creating demand for the products in his/her assigned area.
Detailed Responsibilities
1.Sales forecasting and Strategy Implementation:
a.Provide area specific inputs on competitor’s move, customer preferences, product pricing and market trends to the reporting manager for drafting departmental and region specific strategy and plan.
b.Take regular feedback from the dealers/sub dealers and business partners/corporate clients on the movement of the products and customize or develop strategy for slow moving products.
c.Provide inputs from the assigned area for forecasting and sales projection purpose in PSI sheet.
d.Analyze the demand trend in the assigned area and accordingly position the products for more demand generation.
e.Periodically, capture first hand product feedback from the dealers, business partners and customers and share the same with the reporting manager, for product improvements and better suitability in Indian market.
f.Gather inputs and pricing of similar products in his area and share these inputs with Reporting Manager to develop the product pricing for Yamaha products, keeping in mind the profit margins of the company and dealers.
g.Responsible to maintain and timely update the approved product prices in the system.
h.Maintain the dealer wise product price list.
2.Market Development and penetration:
a.Identify new partners (system integrators, corporate clients), sales channels, modern trade and distribution network for the products in his/her area.
b.Identify the high and low demand area for each product category and focus on low demand areas to create more demand.
c.Maximize market penetration by focusing on areas where company’s presence is not visible.
d.Maximize dealer network by adding more dealers/sub dealers to the distribution channel (evaluate dealers capability). Work on getting more business partners.
3.Look for more avenues and business opportunities with the Corporates/ Dealers and meet the tie up target for the same.
4.Achieve Sales Target and Prepare Sales Report
a.Works with the Manager to assign yearly and monthly sales targets for each dealer and business partner/corporate clients. Ensure the same is intimated/communicated to the dealers and corporate clients on time so as to ensure their ownership for the same.
b.Ensure monthly and overall annual sales targets product category wise and dealer and business partner/corporate client wise are achieved for the respective area and wherever serious fall is noticed seek guidance from the manager to put things back in order.
c.Furnish area specific sales report which highlights the performance vis-à-vis sales target. Periodically, update the sales report as per the new orders received from the dealers and business partner/corporate clients.
5.Collections and Credit Control:
a.Ensure that all the advance payments are collected from the dealers in his/her area as per agreed company norms.
b.Ensure the credit terms for assigned corporate clients/business partner are adhered to hence lead to credit control.
6.Sales Management
a.In coordination with the dealer and business partner/corporate client plan and strategize their stock liquidation to sub dealers.
b.Carry out the monthly product planning process with the dealers and business partner/corporate client and ensure proper inventories are maintained at their locations for smooth operations
c.Receive the Purchase Order from the dealer and corporate client/business partner.
d.Based on the invoice check the available inventory and in case if the product is not available intimate the Manager.
e.Inform the invoice team to raise the invoice and dispatch the same to dealer/corporate client.
f.On receiving intimation from accounts team when payment is received, coordinates with the logistics team for dispatch of product.

7.Dealer and Business Partner management and relationship building:
a.Ensure approachability to dealers all the time by regularly visiting them.
b.Take conscious efforts to understand the issues and concerns of the dealers and business partners/corporate clients and work towards resolving them.
c.Assist Manager in implementing the strategy to get maximum support and cost advantages from the dealers and business partners/corporate clients.
d.Implement the incentive and promotional schemes as per the annual plan for the dealers and business partners/corporate clients.
e.Conduct regular reviews with the dealers and business partners/corporate clients to understand the demand and movement of the products.
f.Provide regular inputs to the manager on dealer performance and highlight their extraordinary efforts to ensure his/her dealers are rewarded for their performance.
g.Coordinates with the Manager to ensure periodic technical trainings are imparted to his/her dealer staff and promoter staff their stores to improve their product knowledge.
h.In coordination with the technical team carry out the product demonstrations.
8.Execute promotional activities and new product launch:
a.Responsible to execute the promotional activities as intimated by Manager in the most cost effective manner and thus ensure maximum ROI from the same.
b.Responsible to tie up with area specific print and electronic media, and other branding partners.
c.Responsible to organize the launch of new products in his/her area.
d.Identify new avenues for promotion and intimate the same to Manager for further processing.
e.Regularly review the branding of Yamaha products at the dealer location and business partner/corporate client ensure the same is in sync with the company policy.
f.Carry out, in shop activities and incentive programs for promoters responsible for pushing sales of Yamaha products at the store.
g.Provide inputs on the promotional activities, to be designed for corporate clients/ and dealers during various occasions (Festivals), and on receiving the final schemes from corporate ensure execution of the same as per the plan.

9.Sales Forecasting and PSI planning:
a.Responsible for monthly demand planning for assigned product by collating data from all regions.
b.Responsible to carry out and complete annual PSI process for assigned product.
c.Look into the stock planning aspects for assigned product and ensure enough stock is available to smoothly carry out the regular sales.
d.Forecast sales projections for entire product category of assigned product (volume & value across regions) and break it down by quarter / month based on sales seasonality.
e.Looks after the production requests for assigned products and coordinates for the same.
10.Coordination with Internal and External customers:
a.Develop effective communication within the team and other departments in order to maintain harmonious relationship.
b.Coordinate and handle enquiry from dealers, and business partners.
c.Responsible to solve customer queries and problems from the region within the defined timelines.
d.Keep close track of technical complaints from the region and ensure timely resolution through inter departmental coordination.

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