Sales Manager - North

The Sales Manager is assigned with the responsibility of identifying, establishing & managing the relationship with Distributors, Resellers, Converters & Printers and influencers of the industry.   

Leads a group of Individual Contributors to achieve/exceed sales targets for Avery Dennison within a designated region and in a manner consistent with the market practices, company policy and goals. Should have expert knowledge of the products responsible and a good understanding of the service offerings.  

Have in-depth knowledge of customer's needs and sharpened competitive knowledge and market trends. 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. Is able to plan, assign work, motivate and coach the team while assuming responsibility for results of the team.

Key Competencies:

1. Analytical & Articulate 
2. Hard Working & Proactive
3. Self-Starter & Motivated 
4. Ability of Multitasking & handling all round expectations
5. Persistent , Process Oriented & care for Values & Ethics
6. Should be a team leader who can  lead by example
7. Should be proficient in Ms Excel & PowerPoint
8. Good Written & Verbal Communication Skills in English

Results and Growth

• Sales Manager will be responsible to achieve the planned Topline & gross margins targets (in % as well as absolute terms) as per AOP / IOP for the designated geography.
• Continuously work to achieve planned month wise Customer wise, Products wise annual agreed targets & desired account share & market share targets.
• This is a result oriented Team Leader role in terms of Distribution Management & Revenue Growth where he will be also responsible for the performance delivery of his all Distributors, Resellers as well as team members besides his own contribution
• Create revenue strategies, account plans and business processes for dedicated account management & delivery on revenue targets.

Sales & Distribution Management

• Contribute actively to the annual Sales planning for the region & plan for expansion of the region and conversion of the difficult or Competition aligned 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 amiss.
• Drive business health through metrics like new accounts opened, account share, market share, portfolio growth, DSO etc. Work on ensuring Minimum 95% collection MOM & timely settlement of customer claims if any.
• Recommend expansion and business growth strategies & will have to play an active role in negotiating & closing all complex deals. 
• Monthly Sales forecasting for active inventory planning & anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap.
• Work on achieving the desired distribution reach by appointing State wise distributors as well as Resellers in all major “A” & “B” class towns and ensuring growth at individual Distributor / Resellers level year on year.
• Develop & build strong relationships with customers at all levels & maintain optimum call cycles to build customer relationships.
• 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 plan with them.
• Proactively identify Professional Education / products understanding gaps of Distributors and their people , work out ways to fulfill these needs through awareness programs , product portfolio sessions.

Opportunity Management

• Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of early wins in the Opportunity pipeline reviews.
• Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities.
• Should maintain an opportunity pipeline 3 X the planned revenue as per AOP in SFDC & should conduct timely review on all opportunities for early closures. Minimize the Avg. Days to close & maximize hit rate for all opportunities in SFDC.

 Pricing / Profitability Management

• Should be able to derive best prices for both Primary & Secondary sales in order to meet the targeted TP % as per AOP.
• Should be able to effectively use Product mix improvement plans & value selling to maximize ASP & Margins.
• Should also be able to monitor distributor secondary pricing without directly interfering in it to keep our offerings competitive in the marketplace.
• Should undertake strategies & sales campaigns as part of profitability improvement plans & should educate teams for profitability orientation from time to time.

Process Orientation & Reporting

• Leverage 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.
• Identify gaps in product offerings & continuously work on developing the right products for the markets along with the Product management team & NPD by sharing the right inputs & appropriate business cases.
• Work out & implement training calendar for conducting “Product Portfolio Sessions’ , “Technical Training Sessions” , “Sales Training Sessions” for Internal as well as external customers 
• Ensure strict adherence to Technical Complaint management SOP & ensure timely resolve of all customers’ complaints for smooth business & customer satisfaction.
• 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.
• Ensure that he & his team send / update all reports wherever required on a timely basis and be transparent in sharing all market trends with respect to pricing or competition.

Team Management

• Continuously Work on improving the talent pool by clearly indicating the a) Job requirements b) Success Criterion c) Skills & capabilities required for being successful in the role.
• Monthly & 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 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.

Receivables Management: 

• Meet the Account Receivable Targets for the designated customers and in coordination with the finance team.
• Responsible for Quarterly reconciliation key customers account in association with the finance team.
• Minimize the risk of loss in business due to undue credit exposure.

Customer & Service Programs: 

• Leverages these programs to offer a differentiated value to customers and create new benchmarks on service offerings.
• Leads the implementation the customer programs like Technical Training Sessions, Sessions, Portfolio Sessions
• Review mechanism with project Trackers & Customer Scorecard.

Competitive Environment & Market Intelligence: 

• Monitors the competitive landscape on a continual basis & devises competitor strategies proactively to protect & grow the company’s market share in the region.
• Ensures the internal organization is updated about the competitive environment dynamics & changes on a regular basis.

Sales Expenses Budgets & other Compliances:

• Ensures the sales plans are met within the agreed expense budget.
• Should be able to submit / project all promotional budgets for the territory/segment including Road Shows, Exhibition / events participation in line with the media plan of the business.

• Qualification ; Preferably Engineering graduate along with Management
• 10-12 years of work experience in the North region preferably from industries viz.  adhesive, abrasives, tapes, paint / coatings, glass, lubes, specialty chemicals etc.
• Knowledge of English, Hindi & regional languages is a must.
• Ability to work in fast paced environment & able to keep pace with growth expectations
• Excellent verbal - written communication & interpersonal skills.
• 50-60% travel required in a month in respective zones as per business needs.
• Passionate about achieving numbers & driving aggressive  share gain, new business realization and creating backup plans proactively.
• Self-motivated, adaptable & Self-starter with end to end ownership.

AVERY DENNISON IS EVERYWHERE YOU LOOK:
We not only embrace change… we drive it. We work hard, push hard, and take brave risks. Our culture is innovative and collaborative - where bold ideas turn into action. We grow strong talent through stretch opportunities only restricted by your interests. We are committed to workplace diversity, both for employees and for the business. We are a force for good, imbedded in industries and communities worldwide. We are challenging ourselves and others to reach higher and think bigger to improve the quality of all life. Avery Dennison is a great place to work for everyone. We offer: 

• Workplace Flexibility 
• Structured learning and development
• Mentoring program 
• Competitive total rewards

We look forward to receiving your application.

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Avery Dennison is an equal opportunity employer.

We do not accept unsolicited referrals or resumes from any source other than directly from candidates.