Area Manager - Channel Sales - Agri

HSBC Holdings plc; Bengaluru; On-site; INR 800,000 - 1,600,000; Full time

Job summary

HSBC Holdings plc in Bengaluru is seeking a Sales Planning and Channel Development professional to forecast revenue streams and drive market share across product lines. You will map outlets, develop beat plans, and oversee distributor performance.

You will lead activations, market intelligence, and launches, recruit and train sales teams, and build relationships with key influencers to generate demand and sustainable growth.

Qualifications

• Forecast revenue across annual, quarterly, monthly horizons.
• Develop sales strategies to grow market share across product lines.
• Lead and motivate sales teams; manage distributor performance.

Responsibilities

• Accurately forecast annual, quarterly and monthly revenue streams.
• Collaborate with RGM to develop sales strategies to improve market share in all product lines.
• Monitor area sales, analyse variances and implement area specific sales action plans to ensure revenue growth across product categories.
• Maintain sales staff and distributor performance records; provide productivity reports as required to management.
• Perform sales activities for major accounts and negotiate sales price and discounts in consultation with RGM.
• Map the retail outlets in the area and allocate them to the sales team.
• Create beat plan for TGEs and TGMs and monitor its adherence; establish contacts with key influencers and decision-makers.
• Drive and monitor distributor performance on metrics of sales, on-time delivery, query resolution.
• Provide recommendations on new distributor appointment and distributor management system.
• Channel development for primary and secondary sales; channel management and expansion.
• Gather market and competitor intelligence, evaluate trends and provide updates to RGM.
• Compile and analyse sales figures to derive trends and forecasts across products.
• Support branding initiatives, promotions, and launches in the area.
• Recruit, train and develop the sales team; coaching on selling, communication and contracts.

Skills

Forecasting revenue

Sales strategy

Negotiation

Team leadership

Market analysis

Tools

MS Office

Job description

• Accurately forecast annual, quarterly and monthly revenue streams
• Collaborate with RGM to develop sales strategies to improve market share in all product lines.
• Monitor area sales, analyse variances and develop & implement area specific sales action plans to ensure revenue growth across product categories.
• Maintain sales staff and distributor performance records in order to effectively analyse business and individual performance; provide productivity reports as required to management.
• Perform sales activities for major accounts and negotiate sales price and discounts in consultation with RGM.
• Map the retail outlets in the area and allocate them to the sales team.
• Create beat plan for TGEs and TGMs and monitor its adherence; assist them in establishing personal contact and rapport with key influencers, decision-makers in the area.
• Liaise with major accounts and negotiate sales price and discounts in consultation with RGM.
• Drive and monitor distributor performance on metrics of sales, on-time delivery, query resolution.
• Provide recommendations on new distributor appointment and distributor management system.
• Channel Development for primary and secondary sales; channel management and expansion.
• Constantly gather market and competitor intelligence, evaluate market trends and provide updates to RGM, along with recommendations for tackling
• Compile and analyse clustered specific sales figures to derive sales trends and forecasts across products.

Roles And Responsibility

• Accurately forecast annual, quarterly and monthly revenue streams
• Collaborate with RGM to develop sales strategies to improve market share in all product lines.
• Monitor area sales, analyse variances and develop & implement area specific sales action plans to ensure revenue growth across product categories.
• Maintain sales staff and distributor performance records in order to effectively analyse business and individual performance; provide productivity reports as required to management.

Sales Planning and Reporting

• Accurately forecast annual, quarterly and monthly revenue streams
• Collaborate with RGM to develop sales strategies to improve market share in all product lines.
• Monitor area sales, analyse variances and develop & implement area specific sales action plans to ensure revenue growth across product categories.
• Maintain sales staff and distributor performance records in order to effectively analyse business and individual performance; provide productivity reports as required to management.

Sales Execution

• Perform sales activities for major accounts and negotiate sales price and discounts in consultation with RGM.
• Map the retail outlets in the area and allocate them to the sales team.
• Create beat plan for TGEs and TGMs and monitor its adherence; assist them in establishing personal contact and rapport with key influencers, decision-makers in the area.
• Liaise with major accounts and negotiate sales price and discounts in consultation with RGM.
• Drive and monitor distributor performance on metrics of sales, on-time delivery, query resolution.
• Provide recommendations on new distributor appointment and distributor management system.
• Channel Development for primary and secondary sales; channel management and expansion.

Market Intelligence And Analysis

• Constantly gather market and competitor intelligence, evaluate market trends and provide updates to RGM, along with recommendations for tackling
• Compile and analyse clustered specific sales figures to derive sales trends and forecasts across products.

Activations & Launches

• Provide inputs to the regional branding execution manager in devising apt branding initiatives for the area.
• Implement area specific trade promotional/branding/marketing initiatives activities and strive to ensure maximum visibility through the marketing and promotion activities.
• Conduct influencer engagement programs like sales promotion activities and key plumber/architect/consultant meets for demand generation.
• New Product Development planning & execution in the assigned area

Resource Management and Development

• Responsible for the recruitment, direction, organisation, performance appraisal, control and motivation of sales team to accomplish specific sales objectives.
• Educate and train sales team (self + through corporate sales training) in the areas of account sales and growth, selling & communication skills, presentation skills, competition tracking and business/financial matters on contracts/ invoicing etc.

Role Specific Competencies

• Problem-solving and analytical skills to interpret sales performance and market trend information.
• Ability to motivate and lead the sales team.
• Experience in developing marketing and sales strategies Excellent oral and written communication and presentation skills, plus a good working knowledge of Microsoft Office Suite
• Ability to build relationships,
• Influencing and Negotiation ability

Language

Fluent in English and local language