Cluster Head - Sales (Corporate/MSME)
Location
Chennai | India
Job description
The roles and responsibilities for the Cluster Head position are structured across P&L management, business development and cluster processes that will be under the purview of the role.
- P&L Management:
- Regular evaluations of cluster sales for Receivables Finance/SCM/MSME/Dealer Finance product. Ensure AUM is achieved as per agreed targets for Cluster
- Manage relationships with active vendors, channel partners and other stakeholders in the region. Ensure prudent follow-ups and active customer engagement in the region
- Work with State Head, a team of Account Managers. and the credit and operations team to identify, evaluate and execute new business opportunities, new channel partners and expansion strategy
- Develop and implement cluster strategy initiatives with the focus on increasing sales and traction with partners along with means to increase repeat sales and develop sticky relationships
- Support training and development of on-ground staff (Account Managers) in identifying avenues for cross-selling of products and closing deals with channel partners
- Support training and development of on-ground staff on Receivables Finance/SCM/MSME/Dealer Finance Product, training on Technology Platform (LOS/LMS). Ensure the technology platform is used by team effectively
- Work with State management to develop and manage timelines to meet monthly disbursement targets
- Devising a name-wise disbursement tracking for each team member and regular tracking against the targets to ensure overall Cluster targets are met within the stipulated time
- Identify key issues affecting operational efficiency (e.g. tech downtime, human errors, etc.) and propose solutions to implement, keeping in mind minimum disruption to regular operations
- Identify and highlight key gaps in resources to State management as and when required which can act as a hurdle to meeting targets
- Decide and execute appropriate remedial actions to redress shortfalls or variances to agreed-upon weekly, monthly and quarterly targets
- MIS Reporting:
- Generating daily update reports, monthly and quarterly reports tracking against sales targets and P&L build-up for the management to track the progress of the Cluster both for self and the team
- Ensuring that the data in all the reports of the assigned region is accurate and is shared with the concerned stakeholders on a timely basis
- Team and Stakeholder Management:
- Regular and effective communication with all team members to ensure that the strategy and corresponding goals are clear to all team members and any queries are resolved immediately
- Regular communication with the employees for grievance resolution and escalating matters to the HR team and concerned stakeholders whenever required
- Team management of a team of Account Managers and generate regular updates on performance and identify steps to ensure maximum productivity
Requirements The ideal candidate should meet the below criteria:
- Strong background in distribution management (CFA, Super Stockist, Stockist, Distributor, Wholesaler, Retailer)
- Minimum 1015 years experience in FMCG/FMCD/Agri Inputs (Seeds, Fertilizers, Farm Implements, etc..)/Banking experience with lending to FMCG/FMCD sector
- Currently managing a team of 10 reportees
- Good contacts and connections with product distribution Channels in local territory
- Understanding of Working Capital, Supply chain Management, Receivables Management, Financial terms will be an added advantage, Financial Ratios, Banking
- Education – any graduate / post graduate with good communication skills (verbal and written). With local language proficiency
- Excellent listening, negotiation and presentation abilities
- Background of managing a portfolio of retail sales
- Working knowledge of Microsoft Office, Google Suite
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