Manager Sales TL (Manor), MMR2

Responsibility Area

Key Activities

Indicative Performance Measures

Financial/ Strategy

1. 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

1. 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

1. Process Adherence

• Complies with company defined guidelines and processes
• Adheres to project timelines

% Process compliance

1. 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%