Regional Manager Sales

The role is responsible for managing key accounts of the organization and developing good working relationships with key customers to enhance client’s satisfaction and retention. The role is responsible for acting as an interface between customer’s user and Parksons internal teams. Understanding client’s existing and future business needs and generating incremental business revenue from key clients forms a crucial part of the role. Additionally the role is responsible for working closely with Sales, Business Development, Manufacturing, PDD & Quality teams to ensure providing world class customer service and solutions to the Key Accounts.

Key Performance Areas

Organic (Incremental) growth from existing customers

Sales Margin or profitability

Sales costs within budget

Increase in business from existing customers

Timely Collections

Customer Complaints resolution

Renewal of contracts

Customer satisfaction and retention

Key Activities & Responsibilities

Strategic

Responsible for generating incremental revenue from key clients

Responsible for overall profit and loss and growth achieved in the key accounts

Act as a strategic business partner and the bridge between the client and the organization

Understand and anticipate client’s existing and future needs and communicate the same to the team and organization

Responsible for setting of and deliverance of key business metrics – Profit, services etc.

Sales Planning

Formulate and drive implementation of overall strategies for Key account business for the assigned set of Key Accounts

Provide direction and focus to the team to achieve sales targets from key accounts

Prepare sales forecasts and action plans based on sales potential of key accounts and allocate targets to the team accordingly

Share the forecast with the Business Analytics team for their analysis and review

Oversee the demand planning forecasts and report, support the Business Analytics team and Planning in resolving issues

Responsible for budgeting and forecasting sales, product wise and business wise for Key Accounts

Plan and Implement marketing strategies for key accounts based on overall sales targets and budget

Key Account Management

Business Related

Work with the Sales Head to develop a strategy towards developing unique ways to grow business with the customers

Responsible for generating incremental revenue from the existing key account/s

Be an internal account champion, assuring clear and regular communication to team and organization

Develop deep understanding of customer’s needs and their area of operations (existing and potential)

Strive to provide value adding services to customers

Explore opportunities to cater to customer’s requirements in new location, area of operation, new product launches etc.

Try to build more awareness of the organization’s complete range of services

Responsible for analysing customer feedback and providing necessary inputs to the seniors and support functions

Conduct review meetings – monthly/ quarterly / half yearly and on annual basis

Responsible for conducting customer reviews, customer opinion surveys and develop programs to enhance the customer opinion

Responsible for rolling out new projects for the existing clients

Sales Management - Operations

Collaborate with customer and costing department to finalise the cost of the product, in consultation with the Sales Business Head

Provide necessary information to sales support and sales coordinator related to layout, pdf approval, IMO and costing MID creation

Coordinate with PDD/ Pre – Press, SCM and Manufacturing team in case of new design and development

Responsible for coordination with the plant operationsteams to ensure timely delivery of material to the customer locations

In case of any issues related to quality or rejections, coordinate with the quality team and ensure that the customer issue is resolved

Ensure timely collection of payment from the customers, with minimal outstanding

Coordinate with quality team in case of any grievances related to quality.

Follow up for ‘C’ forms and payments.

Proof reading the printed samples before the final printing process.

Visit client location for trial runs and for understanding the ongoing process in carton handling

Communicate the progress of monthly/quarterly initiatives to internal and external stakeholders

Assist with high severity requests or issue escalations as needed

Ensure speedy processing & settlement of claims for shortage, overage and transit loss materials

Follow up for dispatch clearances

New Product Development

Conduct market visits to identify the existing customer’s needs and trends, tap their new business requirements and identify competitors activities and products

Liaise with their packaging and brand management team with support of the technical services team to drive sales based on user needs

Play an integral role in new business pitches and responsible for the effective on-boarding of new clients

Team Management

Lead & develop the team to achieve sales objectives.

Mentor, provide operational leadership and technical guidance to the team, thereby developing a strong and competent team

Conduct effective performance appraisals for the team and identify training needs

Ensure implementation of the sales training calendar, jointly with HR

Ensure Sales force productivity