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This role is responsible for the design and implementation of strategies to increase sales across brands within the zone. The purpose of this role is to drive the sales team to meet sales targets in a defined territory. The Zonal manager also acts as an interface between the company and the customer and engages in customer relationship management and customer business development.
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Strategy formulation and implementation
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Map the current market situation, benchmark with competition to identify product/service gaps
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Design and implement strategies to
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a) Increase sales across brands
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b) enhance penetration in low market share geographies
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c) increase LIC (light industrial coatings) and CT (commercial transport) business sales
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Ensure micro sales planning and facilitate forecasting for all brands
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Meet sales targets for paint products (value/volume based)
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Meet sales targets for adjacencies (value/volume based)
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Ensure timely collection of receivables and maintain collection efficiency index at the desired level
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Ensure range selling and channel balancing
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Ensure proper product placement to ensure growth in market share
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Negotiate and sign agreements with body shops,
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Win new bodyshops and dealers
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Retain existing customers (bodyshops/dealers),
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Engage in network expansion and channel management
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Develop few reference / ideal body shops in their territory
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