Zonal Business Head

Zonal Business Head
Requisition ID: 16207 Category: Sales & Customer Service Career level: Professional Contract type: Permanent

JOB TITLE: Zonal Business Head
• Purpose of the role:

Drive profitable sales growth and increase the market share of SKF portfolio by building, managing and leading a team of in-field Area Sales Managers & Zonal Business Development Managers.
• Responsibilities
• Build sales strategy (including budget/forecast/plans) aligned to SKF's strategy to achieve growth and profitability targets.
• Effectively deploy & run the sales process as per approved Sales Strategy
• Institutionalize SKF sales process by leveraging SKF sales tools and regular monitoring.
• Collaborate with internal and external stakeholders for seamless execution of sales plans.
• Drive sales team through deploying Learning & Development process, coaching, mentoring and effective performance management.
• Engage with the leadership team of top customers to market SKF's offerings/value propositions.
• Drive implementation & adoption of Sales enabling IT tool to sales team & Channel Partners.

Metrics
• Revenue and Margin achievement
• Funnel management – hit rate (%)
• Organic business growth through new products, offerings and customers
(X% of Sales)
• Succession planning (Develop at least 1 successor)
• Competencies Developing and Leading sales teams (coaching / mentoring) Business Acumen and Financial knowledge Funnel Management Executive Communication (CXOs/Top Mgmt) Interpersonal Relationships
• Candidate Profile

1. MBA (Mktg) & Any Engineering Graduate

2. Experience of 12-15 years in frontline Retail sales and Distributor management
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