Area Sales Manager - Mumbai/Navi Mumbai, India - iimjobs
Description
Area Sales Manager -Top Retail brand (Handbags)
Education Graduate / Post- Graduate (MBA)
Relevant Experience 5 - 6 years
Behavioral Skills - Customer Centricity
Delivers Results
Interpersonal Effectiveness
Build Effective Teams
Ambiguity tolerance
Nurtures Relationships
Knowledge - Sales/ retail experience:
Process Contributions
Process Contribution Process Outcome Performance Measure
Sales:
Sales planning: Business plan formulation
1. Provide inputs to the RBM to consolidate the potential sales in the region and develop the annual
business targets for the respective regions
2. Develop and approve the annual business targets of the franchise partners
3. Develop and seek approval on the manpower optimization strategies for the retail function Annual
business plan
Year on Year business growth
Sales: Evaluation and control: Conducting business performance reviews
1. Monitor the financial performance of company owned and franchised stores against targets
periodically
2. Develop and implement reporting & review mechanisms to track operational performance and ensure
course correction & corrective action, as appropriate.
Business performance review calendar.
Percentage of deviation from target achievement
Sales: Network Expansion
1. Study market potential, benchmark the competition in different cities and create plans for expansion and present the same to seek. approval from the RBM
2. Identify and conduct feasibility study on potential properties in the identified cities with the help of
BD team.
3. Identify and conduct feasibility study on potential franchisee partners in the identified markets
4. Create the ROI projections for the new upcoming stores and seek approval from the RBM
5. Create and propose the annual budgetary requirements for new Expansion schedule
Percentage of market penetration
Customer satisfaction score
Increase in revenue
New store performance
Sales: Retail marketing
1. Create and seek approvals on annual marketing plans, BTL activities and budgets for regions/ stores
2. Design & develop activity for the retail initiatives in stores and marketing support in terms of VM
updation, gift with purchase introduction & promotions etc. with expected ROI calculations
3. Create the annual overhead expenses in the region which include VM fixtures, travel expenses etc.
Annual retail marketing calendar Increase in sales Increase in customer satisfaction scores
Sales: Franchisee Management
1. Maintain a constant business relationship with the franchisee and act as SPOC to resolve operational
issues and to maintain store ROI Franchisee satisfaction score
Sales: Retail Operations: Store Management
1. Ensure smooth operations in the store in coordination with all the relevant stakeholders like the
store managers, admin, IRSG, Regional VM etc.
2. Coordinate with internal Titan teams (IRSG, HR, Legal etc. ) to operationalize a new store within the
agreed timeline. Design, develop, suggest and seek approvals on region specific schemes for potential
seasonal improvement in sales
2. Design, develop and roll-out regional schemes during an active national scheme within the defined budgets after due approvals
Scheme roll out Adherence to timelines
Sales: Retail Operations: Feedback management
1. Collate and relay customer feedback to the corporate teams like the merchandising, retail operations etc. to improve customer satisfaction and store ratings Feedback mechanism
1. Ensure new product introduction training to relevant stakeholders in coordination with the HR team
2. Conduct training need analysis in the stores and nominate staff to undergo re-training when
required , Conduct interviews to support selection of company staff and critical positions of franchisee staff in the region with coordination from the HR teams Recruitment policy
1. Drive a culture of diversity, performance and transparency in the region and ensure the employees
in the region are engaged.
2. Mentor and develop staff using a supportive and collaborative approach.
3. Ensure talent pipeline is created by succession planning for the critical positions in the region.
4. Set Objectives for Reportees aligned to the organizational /functional.
5. Liaise with HR on vacant positions.
6. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program