Regional Sales Manager- West region- Graphics

Job DescriptionAchieve monthly, quarterly and yearly sales, margins and cash flow targets ( collection & inventory) for the assigned region. Sales Manager is assigned with the responsibility of identifying, establishing & managing the relationship with channel partners, Brand owners, Resellers, Converters/printers and influencers of the industry.Responsible for managing and expanding the company’s market presence by driving business development initiatives, securing new specification wins, fostering client relationships, and developing strategies to achieve organizational growth and revenue targets.Leads a group of individual contributors to achieve/exceed sales targets in a manner consistent with the market practices, company policy and goals.Target customers will be in the segments of Banking, NBFC, Retail, Petrochemical, Transportation and Architectural segments etc.Keeping an update on market and competitors' activities and insights to the management on a regular basis.Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in Avery Dennison as a preferred supplier.Sales & Distribution ManagementContribute actively to the annual Sales planning for the region by expansion and conversion of converters, Printers and resellers to Avery Dennison.Market approach should be to drive & monitor secondary sales across Distributors /Resellers as per month targets.Responsible for conducting monthly reviews with all distributors to evaluate performance both on primary & secondary sales end and drive timely actions if something is missed.Drive business health through metrics like new accounts opened, share gain, market share, portfolio growth, DSO etc. Work on ensuring collection as per overdue and forecasts MOM & timely settlement of customer claims if any.Monthly Sales forecasting for active inventory planning & anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap.Build deep understanding of the Eco System & work on developing relationships with key opinion leaders, thought leaders & OEM connect in the region and make engagement plans with them.Pricing / Profitability ManagementShould be able to derive best prices for both primary & secondary sales in order to meet the targeted margins as per annual plans.Should be able to effectively use product mix improvement plans & value selling to maximize ASP & margins.Process Orientation & ReportingLeverage tools like key accounts management, opportunity management & pipeline management for sales excellence.Improve forecasting process basis understanding of all projects & their requirements for better inventory turns & minimize airfreight expenses.Work out & implement training calendar for conducting “Product Portfolio Sessions’ , “Technical Training Sessions” , “Sales Training Sessions” for Internal as well as external customers.Ensure Quarterly account reconciliation of all Distributors & direct customers so as to take care of any surprises and all communications on deals, claims to be maintained in writing along with rightful approvals.Team ManagementMonthly & Weekly review of the agreed execution plan & actively initiate remedial action in the event of any gap or surprises as against agreed plans.Timely Completion of Organizational process tools like GPS & LDR for self and team members and leveraging the same for manpower quality improvements. Planning timely Coaching sessions for the respective team members to identify & correct their limitations in skill set, understanding or execution capability.