State Sales Excellence Manager for Kolkata

Job Description:

Job Objective:
Drive sales and channel development for the assigned state through structured reporting, governance, and strategic initiatives.

Key Responsibilities

1. Sales Monitoring & Governance

• Own state-level sales targets including target planning, phasing, and achievement at Dealer, District, SO, ASM, and RSM level.

• Ensure daily team standups and monitor daily/weekly/monthly sales vs. plan, dispatch, and collections.

• Conduct weekly war-room reviews with RSMs/ASMs/NSH.

• Coordinate with logistics, commercial, branding, and other teams for policies, pricing, queries, and schemes; communicate updates to sales teams and channel partners.

• Ensure timely reporting of MIS to SH/NSH (Tuesday/Friday).

• Ensure PJP planning and adherence for all sales team members.

2. Dealer Network Development

• Support DB/Dealer appointments and reactivation.

• Conduct gap analysis on DB/dealer health with funnel management and closure support.

• Regular white-space mapping to identify potential for new dealer/distributor appointments.

• Monitor channel health including dealer/distributor ROI, identify early attrition risks, and guide the team accordingly.

• Maintain competitive intelligence on pricing and schemes; provide inputs for scheme design while maintaining NSR.

• Drive dealer liquidation and demand build through coordination with secondary sales.

Key Performance Indicators (KPIs)

Sales Performance:

• Primary Sales Volume vs. Target & GOLY

Channel Development:

• New Dealer Appointments (Billed) & Reactivations (Billed) vs. Target

• Number of Dealers Billed vs. Target

• Inactive % of dealers above threshold

Execution Discipline:

• PJP Adherence & Visit Compliance aggregated up to RSM level (Target: 90% adherence)

Qualifications & Skills

• Bachelor’s degree in Business, Marketing, or related field (preferred).

• Minimum 5+ years in business analytics and reporting roles.

• Advanced MS Excel skills (dashboards, pivots, data analysis).

• Strong interpretation and insight-generation skills using data.

• Clear and effective reporting ability across stakeholders.

• High attention to detail and ability to work under pressure.

• Preferred experience in frontline sales in building materials.

• TMT steel experience and geographic knowledge desirable.