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Regional Head – B2C Business | East India Zone
Industry: Wires & Cables / Electrical Products
Function: Sales & Business Development – B2C
Location: East / West / North / South & Central Region
Reporting To: Country Sales Head / Business Head
Team: Regional Sales, Distribution, Channel & Marketing Team.
Compensation - 20 to 25 Lacs
1. Job Purpose
To lead and drive the B2C business for the Respective region by developing the distribution network, strengthening dealer/distributor relationships, increasing market penetration, achieving revenue and profitability targets, and building a strong retail presence for the company's wire and cable products.
The position will be responsible for overall business growth across the assigned markets, as applicable.
2. Key Responsibilities
A. Regional Business Development
Develop and execute the annual regional B2C business plan.
Achieve assigned sales, revenue, volume and profitability targets.
Identify new markets, territories and business opportunities.
Develop strategies for market expansion and increase brand penetration.
Monitor regional market trends, competitor activities and customer requirements.
Prepare monthly, quarterly and annual business forecasts.
B. Channel Development
Appoint and develop distributors, dealers, retailers and channel partners.
Strengthen the existing distribution network and improve channel productivity.
Ensure adequate market coverage and availability of products.
Develop a healthy mix of distributors, dealers and retailers across the region.
Monitor distributor ROI, stock levels, secondary sales and outstanding payments.
Ensure proper implementation of company channel policies and schemes.
C. Retail & B2C Market Development
Increase retail visibility and product availability across key markets.
Develop and execute retailer engagement programs.
Drive primary, secondary and tertiary sales.
Improve product off-take through effective retail activation.
Develop relationships with electricians, contractors, builders, influencers and other key B2C stakeholders.
Drive electrician/influencer loyalty and engagement programs.
Identify opportunities for product trials, demonstrations and market activation.
D. Sales Team Leadership
Lead, motivate and develop the regional sales team.
Set territory-wise and individual sales targets.
Review team performance through daily/weekly/monthly MIS.
Conduct regular market visits with team members.
Improve productivity and effectiveness of the sales force.
Recruit, train and retain high-performing sales personnel.
Establish a performance-driven sales culture.
E. Sales Planning & Execution
Prepare territory-wise sales plans and budgets.
Ensure effective execution of company schemes and promotional programs.
Monitor achievement against targets and take corrective actions.
Improve sales mix and focus on high-margin products.
Ensure optimum inventory availability across the channel.
Minimize stock ageing, dead inventory and channel blockage.
Preferred Experience & Qualification
Education: MBA/PGDM in Sales & Marketing preferred; Graduate degree mandatory/preferred as per company policy.
Experience: Approximately 15+ years of relevant sales experience, preferably with substantial experience in the wires & cables, electrical, building materials, consumer durables or related channel-driven industries.
Preferred Exposure: Regional/Zonal sales leadership, distributor management, retail expansion, electrician/influencer programs, channel schemes, primary-secondary sales management and P&L responsibility.
Interview Process - Ist Round VC and second Round - Face to Face.
Work arrangement
No
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