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Area Sales Manager - Institutional Sales
Corporate - Institutional & Distribution Business
Bangalore, Chennai, Hyderabad
About Us
Bata India is the largest retailer and leading manufacturer of footwear in India, and it is part of the Bata Shoe Organization.
Incorporated as Bata Shoe Company Private Limited in 1931, the company was set up initially as a small operation in Konnagar (near Calcutta) in 1932. In January 1934, the foundation stone for the first building of Bata’s operation - now called the Bata. In the years that followed, the overall site was doubled in area. This township is popularly known as Batanagar. It was also the first manufacturing facility in the Indian shoe industry to receive the ISO: 9001 certification.
The Company went public in 1973 when it changed its name to Bata India Limited. Today, Bata India has established itself as India’s largest footwear retailer. Its retail network of over 1375 stores gives it a reach / coverage that no other footwear company can match. The stores are present in good locations and can be found in all the metros, mini-metros and towns.
Bata’s smart looking new stores supported by a range of better quality products are aimed at offering a superior shopping experience to its customers.
The Company also operates a large non-retail distribution network through its urban wholesale division and caters to millions of customers through over 30,000 dealers.
Job Description
A. Responsible for achievement of revenue & pairs estimates for the assigned territory on monthly basis. To close business as per the commercial policy guidelines, ensure complete payments & C forms in the prescribed timeframe.
B. Business development initiatives in all institutional market segments like manufacturing, psu, schools, corporate, phama, hospitality, healthcare, modern key accounts & other institutional bulk buyers.
C. Complete database & mapping of all major customers in all market segments, understand their buying patterns, buying decision process, key decision makers. Regular touchbase program with them.
D. Monthly planning / Weekly call plan with call objectives pre-defined for new business development with respect to each market segment, follow-up & close existing prospects, visit plan to key customers / major customers, travelling plan, distributor visit plan, initiate new projects every month for growth of business.
E. Ensure coverage, monthly business plan, performance control & monitoring, new prospects, customer base expansion, complete settlement of all commercial issues including claims & payments, lead time & delivery issues every month for existing distributors / channel.
F. Key accounts / Major accounts business complete MIS as prescribed by HO / order servicing right from order generation to GRN generation & timely payments with ‘C’ forms collection, / new business planning / secondary sales monitoring / Credit note & Debit note settlement / Quality & Shortage issues settlement, promotion plans, merchandising plans, co-ordination for all practical purposes to complete the sale.
G. Database in prescribed format with regular new additions, latest data validation of all customers in territory with all the mapping details, buying potential & segment-wise. Source new relevant data from different sources & conduct mailing exercises, referral building exercises & other lead generation exercises on regular basis. Order Win-Loss Data.
H. Channel expansion- appoint Distributors / agents for the different institutional market segments & territory.
KEY DELIVERABLES / KEY RESULT AREAS
1. Achievement of Revenue & pairs estimates on monthly basis with timely payments & C forms.
2. all identifiedall institutional market segments & territories.
3. Appointment of New Distributors / Agents / agencies in the assigned territory for all the market segments i.e. Corporate, Manufacturing, Hospitality, Education, Key accounts, Marketing agencies, Gift houses & others & ensure performance fulfilment by each Distributor / Agent on monthly basis. Regular communication with all new & existing Distributors/agents for their monthly activity planner, monthly business commitments, new product & pricing updating, database, payments & order servicing.
4. Database generation & management / business analysis / MIS generation for all existing customers, Key Accounts & potential customers
5. Ensure that all customer complaints are addressed with in reasonable time with focused approach towards total customer satisfaction.
Job Requirement
Institutional Sales
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At Bata, we believe that a sustainable future means being People, Planet, and Profit positive throughout our operations:
