Regional Sales Manager

Job description

Job Description
Job Title: Regional Sales Manager – West India Date: 25/08/2022
Hiring Manager: Regional Director – South Asia
Recruiter:
Group and Job Purpose
Job’s Purpose To Manage Sales for Honeywell in India
Primary Job Functions
Responsibility/Activity Estimated Annual % of Time
• Successful execution of sales plans and achievement of sales goals in
specified region that is in line with the Honeywell Marketing teams Brand and
product Strategies.
10
• Analyze monthly sales to ensure achievement of monthly budget targets and
identify future sales opportunities in the region that the position is responsible
for.
30
• Develop regional plans to achieve revenue targets, profitability and market
share objectives. Implement and execute those plans and maintain strong and
steady rhythm for the regional sales engine.
25
• Manage the Regional Sales Team and ensure the group is working towards
congruent goals that satisfy the long-term overall objectives of Honeywell in
India
15
• Manage day to day working relationships with stakeholders within Honeywell,
Honeywell’s India Distributors and overall channel eco-system
20
Role in Business Process
Role in Business Process Description of Role/Responsibility
Results This primary responsibility for the role is the successful achievement of the Regional Sales
Targets in each FY. Further the role is responsible for ensuring that the specified region
contributes its share as per region potential to the overall pie of Honeywell business and is
strong 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 of
distributors, 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 key
strategic market. Locally the role has a key responsibility for achieving regional sales
targets which is part of a strategic long term business plan. These Targets have ongoing
ramifications to the overall success of the company at regional and national level. India is
identified as one of the most strategic and important markets on which the continued
worldwide success of Honeywell depends.
Decision making The Key decisions the role will make include (for the specified region). Account by Account
Marketing and Sales Support. Investment apportionment by account. Resource utilization
including Outlet Coverage and Merchandising as well as Account management. Product
training and Support at retail. The implications of these decisions will be realized via the
performance and revenues generated for the total business.
Strategy and
Development
There are various Procedures and Methods in place to support this role including, Sales
Reporting, Triage Meetings, Informed Data Analysis. Further there are structured Methods
for managing the relationships and activities of the Retail Partners. There are also QBR’s
to be adhered to, for partners within the eco-system. The role will augment these existing
procedures with new disciplines as the role becomes established and the opportunities for
improvement are presented. In addition, the position will work closely with the Regional
Director – South Asia and Director Product Marketing to establish ongoing Strategy and
Development for the channel and the structure of the team in the specified region.
Revised on 08/25/22 Page 2 of 2
The role will have multiple direct reports. The role will be responsible for conducting
reviews and driving a strong Honeywell culture within the sales team. The role will be
directly responsible for setting goals and objectives and ensuring these are congruent with
the 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 Managers
The role will have to work closely with Product Management to ensure excellent execution
at retail. Further the role will work with the Marketing Manager to ensure the compatibility
of the Sales Teams Retail strategies with that of the Honeywell Marketing teams. The role
will work closely with regional distributors to effect adequate inventory management
throughout the channel. Finally, the role will be dependant upon the successful execution
of the Merchandising strategy at retail.
Communication/Business
/Relationships
Key Stakeholders that this role relies upon include:
Product Management
Retail Services
Channel Marketing
Customer Care & After sales support
Key Stakeholders that rely on this role include
Product Management
Brand Management & Marketing
Business Operations
Fiscal Responsibilities This role with have the responsibility of achieving the Fiscal targets as detailed out on an
annual basis.
Candidate Profile
Area Qualification Description of What’s Needed
Experience What work experience is essential to the job? How many years of previous work experience
would 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 experience
What type of supervisory or management experience would be necessary to fulfill the job
requirements, 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 Degree
Knowledge, Skills,
and Abilities
Strong knowledge of India’s Retail Channel, good working relationships with the main players in
the India’s Retail Channel for Fast Moving Consumer Electronics. IT Peripherals and Technology
Lifestyle products. Good appreciation of the Inventory models, reporting infrastructure and
business methodologies of each of the key distribution and retail partners

Interested candidates can apply on

sangeo.george@white-force.in

9303447007