Manager Sales - TL (Manor), MMR2

Responsibility Area

Key Activities

Indicative Performance Measures

Financial/ Strategy

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1. Budgeting / cluster AOP
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• Provides inputs pertaining to sales performance, manpower requirements, market competition, sales projection s as an input to AOP etc.
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• Estimates marketing budget for the cluster as an input to AOP including promotions/ sales manpower/ broker commissions
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• Recommends allocations from budget
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• Provides BD team with inputs on product pricing for new deals
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% Budget Variance

Minimum occurrences of unbudgeted / unforeseen expenses

1. Sales Planning and Strategy

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• Creates and recommends a sales strategy for achievement of assigned sales targets e.g launch plan for new project
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• Assigns sales targets to team
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• Tracks the Sales Inventory (through Sales Force, SAP )
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Meeting Annual Sales Targets

Sales Inventory

Operational

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• Creation of a network of channel intermediaries
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• Looking for new opportunities to form channel partnerships.
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• Maintaining the paper work related to channel partner registration.
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• Creating and maintaining a database of channel partners
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• Meeting Sales targets from Channel Network.
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• Timely availability of marketing support to various channel partners.
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• Proper documentation of channel partner registration.
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• Timely and accurate MIS reports.
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• Managing Channel network
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• Making visits to channel partners and training their teams.
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• Following up with channel partners to meet their targets.
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• Maintaining MIS records of channel performance.
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• To keep track of invoices from channel partners and payments.
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• Lead Generation
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• Ensure updation of leads database
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• Explores new opportunities in corporate sales in the cluster
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• Makes sales pitch to corporate and institutional bodies in the region
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No. of leads generated

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• Sales Administration
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• Ensures management of all aspects of after-sales relationship with customers
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• Booking of sales into SAP
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• Documentation of sale
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• Billing as per completed milestone
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• Collection
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• Sales Accounting
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• Updating data into SAP
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• Ensures sales data is maintained in system
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• Reviews periodic MIS reports prepared by team
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Compliance to documentation requirements

Process

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1. Process Adherence
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• Complies with company defined guidelines and processes
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• Adheres to project timelines
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% Process compliance

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1. Process Improvement
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• Identifies processes/procedures in own work area that need improvement
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• Recommends process improvement ideas to streamline efficiency/ costs/ productivity
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• Undertakes process improvement activities in own work area
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Initiatives taken

Impact of process improvement ideas

People

Performance Management

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• Defines and sets work objectives for team members
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• Balances work allocation in team
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• Reviews tasks completed by team members and conduct regular performance reviews
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• Completes performance appraisals of team
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Attrition%