Experience
Requirements
Responsibilities & Context
Objective of the role:
To lead and grow Nirman Chemicals Limited's Retail Sales Business by developing the distributor/dealer/retailer network, expanding market coverage, achieving sales and profitability targets, developing new markets, and building a high-performing retail sales team.
The position will have overall responsibility for retail sales strategy, channel development, business growth, team leadership, market development and commercial performance.
Key Areas of Responsibility:
A. Sales Strategy & Business Growth
Develop and execute the Retail Sales Strategy in line with company objectives.
Prepare annual, quarterly and monthly sales plans and territory-wise targets.
Achieve sales, revenue, profitability and market-expansion targets.
Identify new territories, markets and business opportunities.
Drive growth of existing products and successful launch of new products.
Establish sales KPIs and monitor performance against targets.
B. Distributor, Dealer & Retail Network Development
Develop and expand the network of distributors, stockiest, dealers, hardware stores, builders' merchants and retailers.
Identify, evaluate and appoint suitable channel partners in new territories.
Develop territory-wise distribution and market-coverage plans.
Ensure adequate product availability and healthy channel inventory.
Monitor distributor/dealer performance, secondary sales, stock levels and market coverage.
Build strong long-term relationships with key channel partners.
Ensure compliance with company pricing, credit and distribution policies.
C. Sales Team Leadership
Recruit, train, develop and lead the Retail Sales Team.
Define territory-wise responsibilities, targets and KPIs.
Conduct regular sales reviews and field visits.
Coach the team on product knowledge, selling, negotiation and customer management.
Motivate the team and address performance gaps.
Build a disciplined, customer-focused and result-oriented sales culture.
D. Market Development & Customer Management
Identify high-potential territories, cities, retail clusters and market opportunities.
Develop relationships with distributors, dealers, retailers, contractors, applicators, builders and other influencers.
Develop key accounts and strengthen customer retention.
Organize dealer/retailer meets, product demonstrations and market-development activities.
Collect customer and market feedback and recommend improvements in products, packaging, pricing and service.
E. Market Intelligence & Retail Marketing
Monitor competitors' products, pricing, packaging, promotions and distribution strategies.
Provide actionable market and competitor intelligence to management.
Work with Marketing on dealer schemes, shop branding, POS materials, product displays and promotional campaigns.
Support product launches and retail activation programmes.
Ensure strong product visibility and brand presence at retail outlets.
F. Commercial Management, Forecasting & Collections
Recommend retail pricing, distributor/dealer margins, trade schemes and commercial terms.
Control discounting, credit exposure and unproductive sales practices.
Prepare accurate monthly/quarterly sales forecasts.
Coordinate with Production, Supply Chain and Logistics to ensure uninterrupted product availability.
Work with Finance to monitor credit limits, outstanding receivables and collections.
Maintain a proper balance between sales growth, profitability and cash collection.
G. Reporting & Cross-Functional Coordination
Monitor daily, weekly and monthly sales performance.
Prepare sales forecasts, territory reports, distributor performance reports and market intelligence reports.
Maintain accurate customer, distributor and dealer databases.
Coordinate with Production, QC, Technical/R&D, Marketing, Supply Chain, Logistics and Finance.
Provide regular business updates, market feedback and recommendations to senior management.
Job Other Benifits
- T/A,Tour allowance,Medical allowance,Mobile bill,Performance bonus,Insurance,Profit share,Gratuity
- Lunch Facilities: Full Subsidize
- Salary Review: Yearly
- Festival Bonus: 2
As per company Exisiting Policy