Sales Head SMB Retail Corporate
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سيتم تحديثك بأحدث تنبيهات الوظائف عبر البريد الإلكتروني
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حالة تأهب وظيفة
سيتم تحديثك بأحدث تنبيهات الوظائف عبر البريد الإلكتروني
الوصف الوظيفي
Job Title: Sales Head SMB/ Retail / Corporate
Job Purpose: Responsible for leading and guiding a team of sales people in the organization. Set sales goals build a sales plan analyze data assign sales training and sales territories and mentor the members of sales team. Maintenance of partner and vendor relationship.
Job Responsibilities:
Customer related:
1. Building and maintaining strong relationship with clients/ partners through regular engagement like sales workshops seminars playing an active role in industry organizations etc.
2. Addressing the partner concerns on priority and ensuring customer satisfaction
3. Support customer for sell out strategies and keep them updated on product availability pricing incoming and tentative stocks.
Business related:
1. Identify and develop new market/ services/ products for growth and increasing the profitability of business
2. Strategize define and implement regional sales plan for short and longterm objectives
3. Networking with the vendors customers competitors through regular visits to understand and monitor brands trends market and making forecasts for business opportunities/ challenges
4. Conceptualizing events plans engagements etc. along with marketing team to attain the objectives set by vendor and partner
5. Be updated about the partner community and possible weak and strong links in the value chain
6. Analyze regional market trends and discover new opportunities for growth
7. Meeting the organizational/ departmental goals and KPIs
8. Attending vendor/ partner events/ seminars and key meetings
9. Managing Credit parameters with partners through Internal team cohesion with all relevant departments as credit being a vital parameter
Operations related:
1. Maintaining reports on sell out and stockonhand of partners
2. Payment and Debit reconciliation Monitoring over dues debit clearance credit note and Zero Bad Debt
3. Working with different stake holders to ensure seamless flow of transactions in processes reengineering processes along with stake holders such that interest of all parties is upheld
Team related:
1. Taking responsibility of and driving team performance
2. Working with the account management plans with sales account managers
3. Motivating mentoring and coaching the team members on performance and individual growth areas
Functional Skills:
Work Experience: Years
Functional Experience: Years
Educational Requirement:
Certifications:
Geography exposure:
Competencies:
- Customer Centricity 4
- Learning Agility 2
- Decision Making 4
- Business Acumen 4
- Negotiation Skills 4
- Analytic thinking 4
- Financial acumen 4
- Leadership Skills 3
Definitions:
Definitions:
Customer Centricity
Level 1 Creates an experience at every point of engagement by Being attentive to customers presence; Customizing the engagement/ solution/ answers in accordance with the need of customer and attending to individuality of them; Behaving in a manner that creates an experience (being affable accommodating and empathizing); Frequently engaging with customer to understand the needs/ concerns or just for courtesy; Patiently listens to the grievance of customer without reacting.
Level 2 Has an unwavering customer focus; Propagates Customer Focus by Ensuring that superior customer value is being delivered by team member; Communicates Customer concerns to all the stake holders proactively and follows up to completion; Advocates the end user experience/value in all the activities and; Seeks new ways (Product/ Service/solutions/value offerings) that address customer pain points and ensues customer delight.
Level 3 Uphold Customer Advocacy; Acts as a customer representative in all the forums/ discussions highlighting customer side; prioritizes Engagement/ value over Policies and processes; Seeks diverse opinions / perspective from various sources to address to customer needs and benefits.
Level 4 Champions Customer Centricity; Creates a culture of Customer centricity and accountability; Drives behaviors Advocates policies influences decisions that create customer delight; drives feedback mechanisms to brings organizational changes in way of doing things Envisages a future for organization that is more adding value to all stake holders than doing business.
Learning Agility Demonstrates Mental Agility; Is aware of and accepts self owns strengths and areas of improvement; Is flexible and can see through problem from a fresh Point of View; Is comfortable with complexity ambiguity; Explores and Experiments with self to try new ways of doing things; new Thought processes and behaviors. Demonstrates People Agility; Is aware and accepts diverse people; their needs/ motivations/ behaviors and adapts self to effectively gel with them; Engages constructively and likes to help others to succeed; Is able to work/ Influence/ inspire others to experiment and explore unforeseen territories and vice versa Demonstrates Change Agility; Is curious and has passion for ideas; Experiments with Test cases and is keen at fixing the issues; Optimistic about change and creates enthusiasm in people for change; Demonstrates the ability to take the heat for resistance to change and maneuvers through the resistance undisturbed; Is adaptable and resilient in the face of change. Demonstrates Results agility; Is able to achieve similar/ better results even if old methods fail; Is open to test new ways to get results when other variables change; Can change course of action swiftly to ensure results are achieved; Builds high performing team that is adaptable
Is resilient to failures and reworks back to top; Is dynamic in approach and proactively looks for opportunities to deliver better results.
Decision Making
Level 1 Appropriate timely Decisions in Routine Weighs pros and Cons Knows when to escalate; Consults and Seeks information for necessary information Not paralyzed by analysis Confident in Clear Cut Situations Selects solution on Preidentified Alternatives/ Known Options
Level 2 Appropriate timely Decisions in Ambiguous Situation makes conclusive Decision in logical direction with available information Evaluates objectively set Priorities in accordance with Dept objectives recognizes Conflicting Data differencing Perspectives missing information and responds appropriately Makes a reasoned selection between methods systems or procedures where guidelines are broad.
Level 3 Appropriate timely Decisions under pressure and crisis situation Predicts impact on internal environment and prepares strategies to overcome obstacles sets priorities in accordance with Dept and Org Objectives Makes time sensitive decision in limited information Makes right call without influence of others interference Confidently takes prompt action in demanding situation Decides and implement ideas and approaches that add value but not be popular Sees beyond obvious objectively.
Level 4 Appropriate timely Strategic Decisions in very ambiguous situation using advanced techniques Predicts impact on internal and external envt. Develop strategies to build support and overcome obstacles Rapidly identifies key issues Sets priorities as per our Objectives Depicts impeccable judgement; takes educated risks for implementing new approaches and strategies. Champions riskbenefit analysis such as overall payback and possible adverse consequence Integrates risk management in all decisions.
Business Acumen
Level 1 Understands BU offering Customer Markets Transactions; Identifies Needs and expectation of customer from us Customizes solution Consults to resolve issue and concern.
Level 2 Explains larger impact to company Focuses on core priorities Monitors and Reviews Budget and Performance against budget. Consults to get agreement or remove barrier maneuver way to meet business objective.
Level 3 Understands Key drivers Forecasts and Budgets Understands Limitations Is aware of and responsive to internal and external Influence Recognizes Organizational culture and its impact Prepares for future understanding market trend economy.
Level 4 Understands market Identifies Opportunities in area of customer relationships Product offerings technology improvement New markets; Understands Short term long term challenges and relationship between long term short term goal; Establishes network within BU and org. Shapes Organizational culture to support org Mission.
Negotiation Skills
Level 1 Probes to get clarity on needs and expected results and enlists key issues needs and Desired outcome for all stake holders Calm Assertive tactful Listens carefully to argument of other party Responds non defensively to opposing views Ensures a agreed deadline for resolution Identifies Area of common Ground Explains benefit of Own argument Clearly and concisely Listens to alternatives offered by other parties Makes concession to reach agreement.
Level 2 Articulates owns needs/ desired outcomes understands needs and concerns of other parties involved Summarizes points of agreement and point of difference and tests understandings Knows when to compromise modifies argument to suit audience uses range of approaches & Strategies to gain support
Level 3 Wins concessions without damaging relationships Generates solutions that satisfy all parties Challenges the points of view expressed by others Puts forward a convincing argument to support own views Plans for alternative outcomes if agreement cant be reached
Level 4 Masterful negotiator Is caught out by others to mediate prolonged complex and difficult disputes Tries to achieve a mutually agreeable outcome by offering ideas and possible solutions which take all parties needs into consideration.
Analytical Thinking
Level 1 Applies Set process Procedure Thumb rule to identify and solve normal problems Identifies deviation from standards identifies the gap in information supplied.
Level 2 Derives solid conclusions and essence from information/ data Identify trends basis different data sources Analyses Moderately complex problem and Presents solution Looks beyond obvious by Root cause analysis Proactive for information required acts on discrepancies.
Level 3 Effectively resolves complex problems through in depth analysis Identifies key issues stake holders viewpoints; Condenses large data to give meaning insight anticipates consequences of situations and proactively acts to avoid potential obstacles asks perspective/ right probing questions to get to heart of matter.
Level 4 Solves most complex problems by creating new innovative approaches analyses pros cons and opportunities and risks for decision making Integrates unrelated information from different sources to identify new approaches.
Financial Acumen
Leadership Skills
Level 1 Demonstrates Task leadership Contributes to the successful functioning of their team through sound judgement Crystal Clarity of tasks and Understanding Individual Strengths/ weakness Understands what is expected of them and responds appropriately to requests for improvement Takes charge of the tasks/ projects and brings it to conclusion Owns up the mistakes/ areas of improvement and works to address it.
Level 2 Demonstrates Self Leadership Leads by example acting as a role model for others demonstrating commitment to the achievement of team objectives Evaluates self for continuous improvement seeks feedback and strives to be better than yesterday Has a clarity of Purpose for self and Establishes a clear purpose for the team Keeps people motivated and focused on work deliverables.
Level 3 Demonstrates People Leadership Inspires Team and people to contribute and be better by Promoting Learning Enthuses teams to achieve organizational Goals Involves others in leadership devp. opportunities Leads initiatives to change the process system or function to support departmental goals more effectively Builds buyin and enthusiasm for departmental goals and vision across teams and functional boundaries and levels.
Level 4 Demonstrates Thought Leadership Introduces new ways of thinking that can reinvent industries and significantly impact business models the marketplace employees consumers and the workplace Encourages diversity of Thoughts and continually tests constructively disruptive ideas and ideals Discovers new ways to make things better in order to grow better together.
Job Title: Sales Head SMB/ Retail / Corporate
Job Purpose: Responsible for leading and guiding a team of sales people in the organization. Set sales goals build a sales plan analyze data assign sales training and sales territories and mentor the members of sales team. Maintenance of partner and vendor relationship.
Job Responsibilities:
Customer related:
1. Building and maintaining strong relationship with clients/ partners through regular engagement like sales workshops seminars playing an active role in industry organizations etc.
2. Addressing the partner concerns on priority and ensuring customer satisfaction
3. Support customer for sell out strategies and keep them updated on product availability pricing incoming and tentative stocks.
Business related:
1. Identify and develop new market/ services/ products for growth and increasing the profitability of business
2. Strategize define and implement regional sales plan for short and longterm objectives
3. Networking with the vendors customers competitors through regular visits to understand and monitor brands trends market and making forecasts for business opportunities/ challenges
4. Conceptualizing events plans engagements etc. along with marketing team to attain the objectives set by vendor and partner
5. Be updated about the partner community and possible weak and strong links in the value chain
6. Analyze regional market trends and discover new opportunities for growth
7. Meeting the organizational/ departmental goals and KPIs
8. Attending vendor/ partner events/ seminars and key meetings
9. Managing Credit parameters with partners through Internal team cohesion with all relevant departments as credit being a vital parameter
Operations related:
1. Maintaining reports on sell out and stockonhand of partners
2. Payment and Debit reconciliation Monitoring over dues debit clearance credit note and Zero Bad Debt
3. Working with different stake holders to ensure seamless flow of transactions in processes reengineering processes along with stake holders such that interest of all parties is upheld
Team related:
1. Taking responsibility of and driving team performance
2. Working with the account management plans with sales account managers
3. Motivating mentoring and coaching the team members on performance and individual growth areas
Functional Skills:
Work Experience: Years
Functional Experience: Years
Educational Requirement:
Certifications:
Geography exposure:
Competencies:
- Customer Centricity 4
- Learning Agility 2
- Decision Making 4
- Business Acumen 4
- Negotiation Skills 4
- Analytic thinking 4
- Financial acumen 4
- Leadership Skills 3
Definitions:
Definitions:
Customer Centricity
Level 1 Creates an experience at every point of engagement by Being attentive to customers presence; Customizing the engagement/ solution/ answers in accordance with the need of customer and attending to individuality of them; Behaving in a manner that creates an experience (being affable accommodating and empathizing); Frequently engaging with customer to understand the needs/ concerns or just for courtesy; Patiently listens to the grievance of customer without reacting.
Level 2 Has an unwavering customer focus; Propagates Customer Focus by Ensuring that superior customer value is being delivered by team member; Communicates Customer concerns to all the stake holders proactively and follows up to completion; Advocates the end user experience/value in all the activities and; Seeks new ways (Product/ Service/solutions/value offerings) that address customer pain points and ensues customer delight.
Level 3 Uphold Customer Advocacy; Acts as a customer representative in all the forums/ discussions highlighting customer side; prioritizes Engagement/ value over Policies and processes; Seeks diverse opinions / perspective from various sources to address to customer needs and benefits.
Level 4 Champions Customer Centricity; Creates a culture of Customer centricity and accountability; Drives behaviors Advocates policies influences decisions that create customer delight; drives feedback mechanisms to brings organizational changes in way of doing things Envisages a future for organization that is more adding value to all stake holders than doing business.
Learning Agility Demonstrates Mental Agility; Is aware of and accepts self owns strengths and areas of improvement; Is flexible and can see through problem from a fresh Point of View; Is comfortable with complexity ambiguity; Explores and Experiments with self to try new ways of doing things; new Thought processes and behaviors. Demonstrates People Agility; Is aware and accepts diverse people; their needs/ motivations/ behaviors and adapts self to effectively gel with them; Engages constructively and likes to help others to succeed; Is able to work/ Influence/ inspire others to experiment and explore unforeseen territories and vice versa Demonstrates Change Agility; Is curious and has passion for ideas; Experiments with Test cases and is keen at fixing the issues; Optimistic about change and creates enthusiasm in people for change; Demonstrates the ability to take the heat for resistance to change and maneuvers through the resistance undisturbed; Is adaptable and resilient in the face of change. Demonstrates Results agility; Is able to achieve similar/ better results even if old methods fail; Is open to test new ways to get results when other variables change; Can change course of action swiftly to ensure results are achieved; Builds high performing team that is adaptable
Is resilient to failures and reworks back to top; Is dynamic in approach and proactively looks for opportunities to deliver better results.
Decision Making
Level 1 Appropriate timely Decisions in Routine Weighs pros and Cons Knows when to escalate; Consults and Seeks information for necessary information Not paralyzed by analysis Confident in Clear Cut Situations Selects solution on Preidentified Alternatives/ Known Options
Level 2 Appropriate timely Decisions in Ambiguous Situation makes conclusive Decision in logical direction with available information Evaluates objectively set Priorities in accordance with Dept objectives recognizes Conflicting Data differencing Perspectives missing information and responds appropriately Makes a reasoned selection between methods systems or procedures where guidelines are broad.
Level 3 Appropriate timely Decisions under pressure and crisis situation Predicts impact on internal environment and prepares strategies to overcome obstacles sets priorities in accordance with Dept and Org Objectives Makes time sensitive decision in limited information Makes right call without influence of others interference Confidently takes prompt action in demanding situation Decides and implement ideas and approaches that add value but not be popular Sees beyond obvious objectively.
Level 4 Appropriate timely Strategic Decisions in very ambiguous situation using advanced techniques Predicts impact on internal and external envt. Develop strategies to build support and overcome obstacles Rapidly identifies key issues Sets priorities as per our Objectives Depicts impeccable judgement; takes educated risks for implementing new approaches and strategies. Champions riskbenefit analysis such as overall payback and possible adverse consequence Integrates risk management in all decisions.
Business Acumen
Level 1 Understands BU offering Customer Markets Transactions; Identifies Needs and expectation of customer from us Customizes solution Consults to resolve issue and concern.
Level 2 Explains larger impact to company Focuses on core priorities Monitors and Reviews Budget and Performance against budget. Consults to get agreement or remove barrier maneuver way to meet business objective.
Level 3 Understands Key drivers Forecasts and Budgets Understands Limitations Is aware of and responsive to internal and external Influence Recognizes Organizational culture and its impact Prepares for future understanding market trend economy.
Level 4 Understands market Identifies Opportunities in area of customer relationships Product offerings technology improvement New markets; Understands Short term long term challenges and relationship between long term short term goal; Establishes network within BU and org. Shapes Organizational culture to support org Mission.
Negotiation Skills
Level 1 Probes to get clarity on needs and expected results and enlists key issues needs and Desired outcome for all stake holders Calm Assertive tactful Listens carefully to argument of other party Responds non defensively to opposing views Ensures a agreed deadline for resolution Identifies Area of common Ground Explains benefit of Own argument Clearly and concisely Listens to alternatives offered by other parties Makes concession to reach agreement.
Level 2 Articulates owns needs/ desired outcomes understands needs and concerns of other parties involved Summarizes points of agreement and point of difference and tests understandings Knows when to compromise modifies argument to suit audience uses range of approaches & Strategies to gain support
Level 3 Wins concessions without damaging relationships Generates solutions that satisfy all parties Challenges the points of view expressed by others Puts forward a convincing argument to support own views Plans for alternative outcomes if agreement cant be reached
Level 4 Masterful negotiator Is caught out by others to mediate prolonged complex and difficult disputes Tries to achieve a mutually agreeable outcome by offering ideas and possible solutions which take all parties needs into consideration.
Analytical Thinking
Level 1 Applies Set process Procedure Thumb rule to identify and solve normal problems Identifies deviation from standards identifies the gap in information supplied.
Level 2 Derives solid conclusions and essence from information/ data Identify trends basis different data sources Analyses Moderately complex problem and Presents solution Looks beyond obvious by Root cause analysis Proactive for information required acts on discrepancies.
Level 3 Effectively resolves complex problems through in depth analysis Identifies key issues stake holders viewpoints; Condenses large data to give meaning insight anticipates consequences of situations and proactively acts to avoid potential obstacles asks perspective/ right probing questions to get to heart of matter.
Level 4 Solves most complex problems by creating new innovative approaches analyses pros cons and opportunities and risks for decision making Integrates unrelated information from different sources to identify new approaches.
Financial Acumen
Leadership Skills
Level 1 Demonstrates Task leadership Contributes to the successful functioning of their team through sound judgement Crystal Clarity of tasks and Understanding Individual Strengths/ weakness Understands what is expected of them and responds appropriately to requests for improvement Takes charge of the tasks/ projects and brings it to conclusion Owns up the mistakes/ areas of improvement and works to address it.
Level 2 Demonstrates Self Leadership Leads by example acting as a role model for others demonstrating commitment to the achievement of team objectives Evaluates self for continuous improvement seeks feedback and strives to be better than yesterday Has a clarity of Purpose for self and Establishes a clear purpose for the team Keeps people motivated and focused on work deliverables.
Level 3 Demonstrates People Leadership Inspires Team and people to contribute and be better by Promoting Learning Enthuses teams to achieve organizational Goals Involves others in leadership devp. opportunities Leads initiatives to change the process system or function to support departmental goals more effectively Builds buyin and enthusiasm for departmental goals and vision across teams and functional boundaries and levels.
Level 4 Demonstrates Thought Leadership Introduces new ways of thinking that can reinvent industries and significantly impact business models the marketplace employees consumers and the workplace Encourages diversity of Thoughts and continually tests constructively disruptive ideas and ideals Discovers new ways to make things better in order to grow better together.
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