Regional Sales Manager

Channel Partners, Channel Strategy, Communication, Relationship Building, Sales
May 6, 2024
Full Time

Job Description

About the job

Key Challenges for the role –

  • Gaining greater mindshare of partners in a multi-partner architecture. In the new open architecture, a partner gives access to limited channels or geography. This consequently leads to sharing of the same revenue pie and thereby reduced revenue from each partner
  • Managing multiple relationships – and thereby managing differing partner expectations across a wide spectrum of customer segments and reach.
  • Drive POS activation: With multiple products being available to a POS, and because of low ticket size it is important to ensure interest of POS among the wide spectrum of products available and achieve month on month activation.
  • Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas

Supporting Actions

Driving sales via Various channels of Partner Bank

  • Identify and build relationship with key stakeholders to gain mind-share
  • Continuous interaction with key stakeholders to ensure understanding of market pulse and put in force right initiative at right time to maximise revenue
  • Drive channel strategy as per cos directives to increase revenue growth in profitable segments / large clients

Partner engagement

  • Understand market dynamics and offering of other manufacturers to the Bank
  • Take regular feedback from Bank to help innovate products and provide solutions at an organizational level
  • Pursue client specific requirement along with channel partners to support conversion

Maintaining Pipeline

  • Managing a pipeline to achieve desired numbers ant to continuously updating the same

P & L

  • Managing Overall P&L of the zone and deliver planned business output in desired product mix and quality
  • Working with product team to focus on conversions and retention of profitable clients
  • Weekly tracking of business growth. Seeking support from various stake holders towards closure of business

Enable sales force to ensure productivity and retention

  • Collaborate on creation of appropriate progression plans
  • Collaborate on creation of appropriate training plans
  • Ensure communication of objectives, new initiatives and programs across all levels

Renewal persistency

  • Decoding client’s requirement, pain points and opportunity areas
  • Providing need based solutions to clients to increase stickiness.
  • This would involve building & strengthening relationships across the various stakeholders within the company, within the concerned partner for the account as also within the internal stakeholders in the co. to ensure that the offering we propose, meets their expectations.

Identify and develop a team of sales professionals for the Channel

  • Recruit the best talent from the available clutter
  • Coach and Develop team members
  • Build People capability

 

Desired Skills and Experience

Sales & Marketing Skills, Team Management, Leadership and communication skills, Partner Engagement, Renewal, Coordinating Meetings