Apurv Raj Sharma

The primarily responsibility is to monitor and manage the sales team in the respective area for distribution vertical and properly assigning sales team to grow the distributor base. To manage the sales and service in the respective states for effective sales of assigned Häfele Products.

Key Responsibilities:

Area Business Planning

• Ensuring achievement of Area Annual Sales Plan
• Ensuring achievement of volume target in focused product categories (Architectural Hardware, Furniture fittings and glass fittings, sliding fitting
• Ensuring Quality secondary sales and range selling
• Ensuring market development and demand generation activity
• Appointing new distributors and ensure growth of existing distributors, training of distributors/dealer staff
• Establishing customer relationships by maintaining and/or exceeding standards of service
• Ensuring effective execution of Way of working format on monthly basis.

Sales Planning & Operations

• Managing distributors and retailers of the region and build good relationship with them
• Identifying new area of business in assigned area
• Appointing new retailers and distributors after understanding the business requirement
• Ensuring Secondary Tracking software is synced and used real time by Distributors
• Managing complete Secondary sales in the channel
• Monitoring, analysis and planning of secondary sales through secondary software
• Ensuring Introduction of new products
• Conducting regular training of carpenters and retailers sales person
• Regularly monitoring sales figures and product mix of the distributor
• Providing feedback about the product demand, market trend, product quality issues to the Product Management Team

Business Development

• Timely achievement of Top line targets for the area
• Accessing and analyzing the market trends, dynamics and competitive behaviors
• Establish major focus with key retailers to generate secondary sales
• Conducting regular carpenter meetings and trainings
• Explaining various incentive and promotion schemes of the company to the customers
• Managing the collection process so that receivables are accrued within the prescribed time frames

Team Management

• Ensuring each team member understands their responsibilities, sales targets, and goals
• Keeping the team motivated and engaged, using incentives, encouragement, and providing feedback regularly
• Demonstrating strong work ethics, customer service, and sales techniques, setting a benchmark for the team
• Conducting performance reviews to provide constructive feedback and help team members improve
• Continuously assessing the skills of the team and provide the necessary training to enhance their sales skills and product knowledge
• Collaborating with other departments such as marketing, logistics, and customer service to ensure the team’s needs are met and clients are satisfied
• Handling any conflicts or disagreements within the team efficiently and impartially

Sales Strategy Execution

• Ensuring the team understands and follows the sales strategy set by the company while adapting to local market needs
• Allocating territories or sales areas efficiently, considering potential market opportunities, and ensuring balanced workload distribution
• Ensuring your team has the necessary tools, support, and resources to succeed (CRM systems, product knowledge, marketing materials)
• Developing strong relationships with clients, leading to increased customer satisfaction and repeat business.
• Improving overall efficiency by identifying areas in need of improvement and implementing necessary changes.

• Managing Sales team locally & remotely to Plan, formulate and implement strategies to increase merchant acquisition to grow Distribution and Market share in the assigned area of operations
• Driving Visibility Accountability through Extensive QR & Sound box deployment and sale of the product
• Developing offline sales channels to meet sales goals and objectives in assigned territory- Saharanpur Zone (UP West)

Key Responsibilities:

Area Business Planning

• Managing New Merchant Acquisitions and Retention Business (QR & Soundbox) along with Revenue target training and providing overall guidance to the sales team of and assigned territory and defining road-map for target achievement
• Extensively travelling throughout the specified area to potential and existing customers or market to present company offerings and build brand awareness
• Implementing a sales management process to assist the sales team in identifying and prioritizing key customers (markets) and prospects

Sales Planning & Operations

• Responsible for planning & scheduling market visits for lead generation
• Meeting sales targets of multiple payments solutions such as QR code, Sound Box and other financial products
• Deployment of products and articulation of benefits & best practices at the assigned locations
• Ensuring customer satisfaction leading to higher sales conversions and retention
• Gathering consistent feedback from market for existing offerings and insights on competitor moves as feedback for product enhancements
• Driving visibility initiatives and trade promotions in line with the marketing plan of the company
• Planning driving & handling implementation of applicable trade promotions for the territory as per guidelines
• Tracking competitor’s Scheme and field activities and identify ways to counter them
• Interacting with merchants & sales team on a regular basis and seek feedback; address any grievances in a timely and prompt manner

Operational Excellence

• Devise the best methods for communication of plans/targets to the team so as to minimize the expectations vs delivery gap
• Monitor the Quality parameters as suggested by the management
• Validate and conduct the audits on the acquisitions and sales done by the team

Team Management

• Ensuring the team members are in the market where sales & usage are done regularly
• Identify and Recruit the sales team to align and drive business in the market
• Coaching and mentoring, putting into application new learned ideas and concepts
• Plan the market size, span and geographies for FSE/TLs
• Managed a successful sales team, consistently achieving and exceeding monthly sales targets.

• Managing Sales team locally & remotely to increase primary, secondary, tertiary sales of VIVO Mobile phones through Retail, Modern Trade & Company Exclusive Outlets through distribution channel for categories that include Mobile handset, wireless-wired headphones and chargers
• Developing offline sales channels to meet sales goals and objectives in assigned territory- Saharanpur Zone (UP West)

Key Responsibilities:

Area Business Planning

• Drive business planning for the area by cascading monthly sales targets for the area to Core Managers and Territory Sales Managers while defining road-map for target achievement
• Develop road-map to achieve Sales targets for the area focusing on coverage expansion, distributor and Retailer-wise, Model -wise, Price segment- wise, Series- wise plans
• Provide inputs for manpower planning for TL & TSM
• Sales Planning & Operations
• Deploying Sales Strategy for the area by maximizing revenue achievement through the defined mix of different Models & Series
• Driving achievement of primary and secondary sales targets through addition of new distributors, developing existing retailers and building a robust Sales & Distribution infrastructure
• Developing coverage expansion plans and guide subordinates in driving achievement of the same; appoint and train new distributors in the area as per the planned number of distributors
• Handling the New Product Launches with excellence to achieve the desired results
• Guiding team in building relationships with channel partners; proactively participate in building long term relationships with critical partners
• Appointment of New Exclusive Store as the planned no of stores in the assigned zone
• Planning & managing the fund flow of the assigned territory with time realization of receivables within the credit limit
• Coordinating closely with Channel and Key Accounts HO teams to ensure timely order fulfillment and dealer scheme management
• Planning & execution of ATL/BTL marketing activities in the assigned territory within the allotted budget
• Driving visibility initiatives and trade promotions in line with the marketing plan of the company
• Planning driving & handling implementation of applicable trade promotions for the territory as per guidelines from HO
• Tracking competitor’s Scheme and field activities and identify ways to counter them
• Interacting with distributors on a regular basis and seek feedback; address any grievances in a timely and prompt manner

Operational Excellence

• Driving initiatives focusing on Sales Enablement and enhanced Scheme Communication effectiveness
• Oversee timely submission of required data to the HO on a monthly basis - sales monthly reports, distributor claims, team expenses etc

Team Management

• Driving a culture of performance among-est subordinates – setting goals, review and manage performance, guiding and counseling and providing feedback on performance so as to ensure a motivated and committed team
• Developing their capabilities to take on higher responsibilities while performing the given/in-charge responsibilities at various levels within the functions
• Driving adequate training of sales teams to meet the requirements of the role and be able to handle market dynamics
• Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.

• Driving primary, secondary, tertiary sales & distribution of Harman Kardon, JBL & Infinity brands through retail channel distribution categories include wireless-wired headphones, speakers, Home Audio, developing of offline sales channels to meet sales goals and objectives in assigned territory- UP West & Uttrakhand

Major Job Responsibilities:

Business Development

• Effectuating pre – planned sales strategies for accomplishments of performance milestones
• Utilizing market Information & personal network to develop marketing intelligence
• Evolving market segmentation & penetration strategies to achieve targets
• Conducting competitor analysis by keeping abreast of market trends to achieve market metrics

Distribution Marketing

• Identifying and Networking with financially strong business partners, resulting in deeper market penetration and reach
• Evaluating performance & monitoring distributor sales and marketing activities
• Monitoring dealer sales and marketing activities; implementing effective strategies to maximise sales and accomplishing revenue targets

Team Building

• Leading & motivating team members to ensure efficiency & target oriented high performance
• Foster a transparent, ethical and open culture that will enable team work and passion amongst employees
• Identifying high performers and exploit their full potential, enable low performers to up skill themselves
• Utilizing market Information & personal network to develop marketing intelligence

Relationship Management

• Internal- with sub-ordinates to ensure that they push their limits to achieve the shared vision
• Internal- with ND, Sub D & Regional office colleagues to ensure that they extend maximum support
• External- with trade partners to ensure that counter share of Harman is enhanced

• Driving primary and secondary sales and distribution of Connectivity & Device business through retail channel distribution in assigned Territory- Delhi Circle (Greater Noida)

Key Performance Areas:

Sales & Distribution/ Business Development

• Managing entire sales (Business Vertical) of assigned territory or JC (Jio Center)
• Responsible for mapping retail outlet within the assigned Jio centre (JC) boundary
• Responsible for establishment of sales & distribution of connectivity & device within assigned JC boundary
• Permission & deployment of ODSC/IBS& Wi-Fi for LTE/4G network enhancement at commercial place
• Driving business through device Lead, connectivity Lead & connectivity sales support and about 100 people including on roll and off role staff i.e
• DSS (Digital Sales Specialist), PRM (Premium Relationship Manager) EDSS ( Enterprise Digital Sales Specialist) ODSS (Outdoor Digital Sales Specialist) HDSS( Home delivery Sales Specialist) CDSS (Connectivity Digital Sales Specialist) MDSS (JIO Money Digital Sales Specialist)
• Visit alternatively at GT & MT Outlet with RDS/FOS/TL/Device Lead/ Connectivity Lead to boost up Sell IN & OUT (Secondary/Tertiary)
• Provide competitor intelligence and feedback/inputs from the market
• Driving Customer Market Share by driving prepaid activations to increase Share of Gross Adds, Handsets, Device, JPO, Accessories through retailers
• Driving Revenue Market Share by ensuring the recharge availability by increasing the retail width
• Strengthening Distribution by increasing the Recharge Selling Outlets, SIM Selling Outlets, Data Selling, Handset selling Outlets to the maximum possible extent in the assigned territory
• Driving the basic distribution parameters such as Channel Partner Management, Foot Plans, FOS productivity and Channel Satisfaction
• Driving TOMA scores by ensuring maximum branding and visibility in assigned territory and capturing the retailer’s base to the maximum possible extent
• Ensuring that the distributor/ retailers maintain adequate stocks of company products and merchandise as per norms
• Working with circle marketing in management of schemes/ promotions/ contests being run to promote the company brand

HR / Team Management

• Managing recruitment and selection of on roll and off roll staff such as CL/CS/DL/ DSS/EDSS/PRM/ODSS/CDSS/HDSS/MDSS
• On job training for CL/CS/DL/ DSS/EDSS/PRM/ODSS/CDSS/HDSS/MDSS on the various products and services
• Ensuring flow of knowledge, skills and training from company to the distributor/ retailer staff to ensuring output as per targets
• Assess training requirements on an ongoing basis
• Coordinate with training staff at state office to implement training

• Driving primary and secondary sales and distribution through retail channel distribution in assigned Territory- Delhi Circle (Greater Noida/Ghaziabad)

Key Performance Areas:

Sales & Business Development

• Driving Customer Market Share by driving prepaid activations to increase Share of Gross Adds through retailers
• Driving Revenue Market Share by ensuring the recharge availability by increasing the retail width and also pushing all the products of Airtel such as Airtel Money, 3G, Dongles (Data Card) etc
• Strengthening Distribution by increasing the LAPU Selling Outlets, SIM Selling Outlets, Data Selling Outlets to the maximum possible extent in the assigned territory
• Driving the basic distribution parameters such as Channel Partner Management, Foot Plans, FSE productivity and Channel Satisfaction
• Driving TOMA scores by ensuring maximum branding and visibility in assigned territory and capturing the retailers base to the maximum possible extent
• Ensuring the desired product availability in the market
• Ensuring that the distributor/ retailers maintain adequate stocks of company products and merchandise as per norms
• Ensuring the availability of required manpower at distributor as per plan and monitor their conduct/ behaviour
• Building trust and relationship with distributors / retailers and company by clearing any doubts/confusions and providing solutions to any issue within reasonable time frame
• Working with circle marketing in management of schemes/ promotions/ contests being run to promote the company brand
• Establishing retail channel schemes at the zonal level based on corporate guidelines and with the approval of the circle/zone sales head
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HR / Team Management

• Managing recruitment and selection of FSE/ CFSE
• On job training for FSE/CFSE on the various products and services
• Ensuring flow of knowledge, skills and training from company to the distributor/ retailer staff to ensuring output as per targets
• Assess training requirements on an ongoing basis
• Coordinate with training content and service providers to implement training

• Heading a team of 6 members and catering to Sales & marketing requirement of entire Delhi NCR/Western U.P and Dehradun, Ensuring Channel development/strong retail sales and visibility in and out market

Key Performance Areas:

Marketing & Business Development

• New Market Development and Product Promotion for Yamuna Automotive by selling two wheeler & three wheeler pistons and half assemblies for multiple brands though dealer and distributor network
• Maintaining database of several activities of Team like Fresh calls, Repeat calls, after sales service & weekly call plan of sales staff as per their beat
• Territory coverage, planning as per targets
• Business development, Responsible for the delivery of growth, operational excellence & employee performance of the division
• Strategic Planning, Advertisement, Improving distribution & outlet expansion
• Meticulously managed monitored and motivated existing dealers for the maximization of sales and kept them updated with the products, their pricing and availability

HR / Team Management

• Managing recruitment and selection of SO/Sr SO/TL and training them on the various products
• Training staff to device innovative solutions to support brand building and category development
• Handled customer relations issues, enabling quick resolution, and client satisfaction.
• Increased sales revenue by developing and implementing effective sales strategies.

Selling Consumer durable products of Methodex directly to Customer / Corporate at Delhi NCR & Ahmedabad

• Maintaining database of customer through several selling activities like Fresh calls, Repeat calls & after sales service
• Territory coverage
• Fulfillment of given targets
• Learning while selling products to new as well as existing clients of Methodex
• Managing the Key accounts of the assigned Territory

Responsibilities Undertaken

• Market Survey
• Handling Corporate Clients & finding new fresh clients for Methodex
• Product sales & Channel Development
• Formulating FAB analysis for Methodex products

Derivable

• Knowledge of customer’s preferences and attitude towards a product
• Analysis of customer’s taste & preferences
• Knowledge of handling Key Accounts
• Learned new materials, processes, and programs quickly.