Key responsibilities:

 

This role is responsible for managing all major aspects of channel management for the Site TL Sales. It would broadly encapsulate creating, managing and controlling a network of channel intermediaries. It will also include creating new channels to achieve cluster sales and creating sales pitch to corporate and institutional players for the Site.

 

Responsibility Area 

Key Activities

Indicative Performance Measures

Financial/ Strategy

Budgeting / cluster AOP 

Provides inputs pertaining to sales performance, manpower requirements, market competition, sales projection s as an input to AOP etc. 

Estimates marketing budget for the cluster  as an input to AOP including promotions/ sales manpower/  broker commissions

Recommends allocations from budget 

Provides BD team with inputs on product pricing for new deals

% Budget Variance 

Minimum occurrences of unbudgeted / unforeseen expenses 

Sales Planning and Strategy

Creates and recommends a sales strategy for achievement of assigned sales targets e.g launch plan for new project

Assigns sales targets to team

Tracks the Sales Inventory (through Sales Force, SAP ) 

 

 

 

Meeting Annual Sales Targets

Sales Inventory

Operational

Creation of a network of channel intermediaries

Looking for new opportunities to form channel partnerships.

Maintaining the paper work related to channel partner registration.

Creating and maintaining a database of channel partners

 

• Meeting Sales targets from Channel Network.
• Timely availability of marketing support to various channel partners.
• Proper documentation of channel partner registration.
• Timely and accurate MIS reports.

Managing Channel network

Making visits to channel partners and training their teams.

Following up with channel partners to meet their targets.

Maintaining MIS records of channel performance.

To keep track of invoices from channel partners and payments.

Lead Generation

Ensure updation of leads database

Explores new opportunities in corporate sales in the cluster

Makes sales pitch to corporate and institutional bodies in the region

 

No. of leads generated

 

Sales Administration

Ensures management of all aspects of after-sales relationship with customers

Booking of sales into SAP

Documentation of sale

Billing as per completed milestone

Collection

Sales Accounting

Updating data into SAP

Ensures  sales data is maintained in system

Reviews periodic MIS reports prepared by team

 

Compliance to documentation requirements

Process

Process Adherence

Complies with company defined  guidelines and processes

 Adheres to project timelines

 

% Process compliance

Process Improvement

Identifies processes/procedures in own work area that need improvement  

Recommends process improvement ideas to     streamline efficiency/ costs/ productivity 

Undertakes process improvement activities in own work area

 

Initiatives taken

Impact of process improvement ideas

People 

Performance Management

Defines and sets work objectives for team members

Balances work allocation in team

Reviews tasks completed by team members and conduct     regular performance reviews 

Completes performance appraisals of team

Attrition%