Job Title: Regional Sales Head
Department: Sales & Marketing
Reports To: Sales Director/Chief Sales Officer
Education: PGDM/MBA
Location: MP/Gujarat/Maharashtra
Experience: 8 to 10 Years
Salary: 60K to 75K
Overview: The Regional Sales Head is responsible for leading and managing the sales operations within a designated region. This role involves overseeing sales teams, establishing and maintaining client relationships, driving revenue growth, and ensuring that sales targets are achieved. The Regional Sales Head will focus on increasing market share, developing new business opportunities, and fostering relationships with key stakeholders including dealers, distributors, fleet operators, and governmental transport bodies.
Key Responsibilities:
• Develop and implement regional sales strategies in alignment with overall company goals and objectives.
• Manage and lead the regional sales team, setting clear performance expectations and providing ongoing coaching and development.
• Identify and pursue new business opportunities, including partnerships with fleet operators, government contracts, and private sector clients.
• Build and maintain strong relationships with key decision-makers, stakeholders, and clients across the region to ensure long-term business growth.
• Analyze market trends, customer requirements, and competitive activity to identify areas for expansion and business development.
• Collaborate with internal teams such as marketing, production, and design to ensure customer requirements are met and products are delivered on time.
• Prepare and present regular sales reports to senior management, providing insights on regional performance, challenges, and opportunities.
• Ensure the region meets or exceeds monthly, quarterly, and annual sales targets in terms of volume and revenue.
• Monitor and manage the region’s budget, ensuring all sales activities are cost-effective and within budget constraints.
• Oversee the tendering process and contract negotiations with key customers, ensuring profitability and alignment with the company’s financial objectives.
• Ensure compliance with company policies, regulatory standards, and customer requirements.
Key Result Areas (KRAs):
1. Sales Performance:
• Achieve or exceed regional sales targets, both in terms of volume and revenue.
• Ensure effective territory management to maximize coverage and sales conversion.
2. Market Expansion:
• Identify and secure new customers and business opportunities within the region.
• Drive regional market share growth through strategic partnerships, government contracts, and private sector engagements.
3. Customer Relationship Management:
• Build and maintain strong relationships with key clients, ensuring high levels of customer satisfaction and loyalty. • Develop long-term partnerships with fleet operators, distributors, and transport authorities.
4. Team Leadership:
• Lead, mentor, and develop the regional sales team, ensuring continuous skill development and high performance.
• Drive team motivation and ensure that each sales representative meets their individual targets.
5. Profitability:
• Ensure all sales efforts contribute to the profitability of the region, through optimal pricing strategies and cost management.
• Implement value-driven sales approaches to maximize revenue while minimizing costs.
6. Reporting and Analysis:
• Provide accurate and timely sales forecasts, market analysis, and performance reports to senior management.
• Identify potential risks and opportunities in the market, and adjust strategies accordingly.
Key Performance Indicators (KPIs):
1. Sales Growth:
• % achievement of regional sales targets: Monitor the region’s success in meeting its monthly, quarterly, and annual sales goals.
• % increase in revenue year-over-year: Track the growth of revenue compared to the previous year’s performance.
2. Market Penetration:
• % market share growth: Measure the increase in the company’s market share within the region.
• Number of new accounts acquired: Track the number of new customers or contracts secured in the region.
3. Customer Retention & Satisfaction:
• Customer satisfaction score (via surveys or feedback): Measure customer satisfaction levels and loyalty.
• % customer retention rate: Track the percentage of repeat customers within the region.
4. Team Performance:
• % of sales team members meeting or exceeding targets: Monitor individual team performance against sales goals. • Employee engagement and turnover rate: Measure team satisfaction and retention within the regional sales department.
5. Cost Efficiency:
• Sales cost as a % of revenue: Track the cost of sales operations relative to the revenue generated.
• Profit margin per sale: Measure the profitability of each sale, ensuring alignment with company goals.
6. Contract and Tender Management:
• % success rate in tender bids: Track the success of securing tenders from governmental and large private organizations.
• Average contract value: Measure the average value of contracts secured within the region.
7. Sales Conversion Rate:
• % of leads converted to sales: Measure the efficiency of converting inquiries and leads into confirmed sales.
• Sales cycle time: Track the average time taken from initial contact to deal closure.
8. Reporting Accuracy:
• Accuracy of sales forecasts: Measure the precision of sales projections provided to senior management.
• Timeliness of reporting: Ensure all sales reports and analyses are delivered on time and accurately.
Qualifications and Skills:
• Bachelor’s/Master’s degree in Business Administration, Sales, Marketing, or a related field.
• Minimum of 8-10 years of experience in sales management, preferably in the automotive or bus manufacturing industry.
• Proven track record of achieving sales targets and driving business growth.
• Excellent leadership, communication, and negotiation skills.
• Strong knowledge of the regional market, customer behavior, and competition.
• Ability to manage large teams and work under pressure to meet tight deadlines.
• Proficiency in sales forecasting, budgeting, and CRM tools.
