Job DescriptionJob Title: Regional Sales Manager – West India Date: 25/08/2022Hiring Manager: Regional Director – South AsiaRecruiter:Group and Job PurposeJob’s Purpose To Manage Sales for Honeywell in IndiaPrimary Job FunctionsResponsibility/Activity Estimated Annual % of Time• Successful execution of sales plans and achievement of sales goals inspecified region that is in line with the Honeywell Marketing teams Brand andproduct Strategies.10• Analyze monthly sales to ensure achievement of monthly budget targets andidentify future sales opportunities in the region that the position is responsiblefor.30• Develop regional plans to achieve revenue targets, profitability and marketshare objectives. Implement and execute those plans and maintain strong andsteady rhythm for the regional sales engine.25• Manage the Regional Sales Team and ensure the group is working towardscongruent goals that satisfy the long-term overall objectives of Honeywell inIndia15• Manage day to day working relationships with stakeholders within Honeywell,Honeywell’s India Distributors and overall channel eco-system20Role in Business ProcessRole in Business Process Description of Role/ResponsibilityResults This primary responsibility for the role is the successful achievement of the Regional SalesTargets in each FY. Further the role is responsible for ensuring that the specified regioncontributes its share as per region potential to the overall pie of Honeywell business and isstrong contributor towards the continued growth of Honeywell Market Share in India.Secondary to this is the managing the relationships with the local channel eco-system ofdistributors, LFR’s, other retailers and resellers in the specified region.Position scope This Position effects Honeywell both locally and on a worldwide basis since India is a keystrategic market. Locally the role has a key responsibility for achieving regional salestargets which is part of a strategic long term business plan. These Targets have ongoingramifications to the overall success of the company at regional and national level. India isidentified as one of the most strategic and important markets on which the continuedworldwide success of Honeywell depends.Decision making The Key decisions the role will make include (for the specified region). Account by AccountMarketing and Sales Support. Investment apportionment by account. Resource utilizationincluding Outlet Coverage and Merchandising as well as Account management. Producttraining and Support at retail. The implications of these decisions will be realized via theperformance and revenues generated for the total business.Strategy andDevelopmentThere are various Procedures and Methods in place to support this role including, SalesReporting, Triage Meetings, Informed Data Analysis. Further there are structured Methodsfor managing the relationships and activities of the Retail Partners. There are also QBR’sto be adhered to, for partners within the eco-system. The role will augment these existingprocedures with new disciplines as the role becomes established and the opportunities forimprovement are presented. In addition, the position will work closely with the RegionalDirector – South Asia and Director Product Marketing to establish ongoing Strategy andDevelopment for the channel and the structure of the team in the specified region.Revised on 08/25/22 Page 2 of 2The role will have multiple direct reports. The role will be responsible for conductingreviews and driving a strong Honeywell culture within the sales team. The role will bedirectly responsible for setting goals and objectives and ensuring these are congruent withthe overall goals and objectives of the Honeywell Sales engine.People Management The role with have the following key business partners:• Develop and maintain good working relationships with:- Regional Distributors.- Direct team reporting to the position and other peers within the org- Regional Director – South Asia- Large Format Retailers- Director Product Marketing- Local Channel Marketing and Retail Services ManagersThe role will have to work closely with Product Management to ensure excellent executionat retail. Further the role will work with the Marketing Manager to ensure the compatibilityof the Sales Teams Retail strategies with that of the Honeywell Marketing teams. The rolewill work closely with regional distributors to effect adequate inventory managementthroughout the channel. Finally, the role will be dependant upon the successful executionof the Merchandising strategy at retail.Communication/Business/RelationshipsKey Stakeholders that this role relies upon include:Product ManagementRetail ServicesChannel MarketingCustomer Care & After sales supportKey Stakeholders that rely on this role includeProduct ManagementBrand Management & MarketingBusiness OperationsFiscal Responsibilities This role with have the responsibility of achieving the Fiscal targets as detailed out on anannual basis.Candidate ProfileArea Qualification Description of What’s NeededExperience What work experience is essential to the job? How many years of previous work experiencewould it typically take to gain sufficient experience in these areas to minimally fill this job role? No related experience 5 – 8 years of related experience 1 – 3 years of related experience 8 – 10 years of related experience 3 – 5 years of related experience 10+ years of related experienceWhat type of supervisory or management experience would be necessary to fulfill the jobrequirements, if any? Experience in managing a sales team with managed partner relationships.Strong experience in managing Sales people in IT, CE and Technology Lifestyle.Education What education is typically required for the job?Required Preferred Required Preferred High School Master’s Degree Associate Degree PhD Bachelor’s DegreeKnowledge, Skills,and AbilitiesStrong knowledge of India’s Retail Channel, good working relationships with the main players inthe India’s Retail Channel for Fast Moving Consumer Electronics. IT Peripherals and TechnologyLifestyle products. Good appreciation of the Inventory models, reporting infrastructure andbusiness methodologies of each of the key distribution and retail partners Interested candidates can apply on sangeo.george@white-force.in 9303447007
