Job Summary

Support the Senior Sales Manager in delivering approved sales, marketing and profitability objectives for assigned electronics and appliances channels. Manage day-to-day activities of designated sales teams, develop customer accounts and implement approved marketing programes. Monitor sales performance, forecasts, stock requirements and collections, and coordinate with internal functions to resolve operational and customer issues. Recommend corrective actions and business opportunities while operating within delegated authority.

Duties and Essential Job Functions

1. Achieve approved monthly and annual sales targets for assigned channels, brands and accounts while maintaining required gross margins and complying with approved commercial terms.
2. Prepare the proposed marketing budget for review by the Senior Sales Manager and approval through the authorized process; monitor expenditure against the approved budget and report variances.
3. Supervise assigned Key Account Managers, Sales Executives and other designated staff; coordinate daily sales and marketing activities across assigned channels in accordance with the Senior Sales Manager’s direction. Ensure performances are up to the marks otherwise make corrective actions.
4. Support the Senior Sales Manager in developing sales and marketing plans by analyzing customer needs, competitors’ activities and brand performance; implement approved initiatives and evaluate their contribution to sales and profitability.
5. Identify and assess prospective dealers, corporate customers and retail accounts; maintain a qualified opportunity pipeline and implement approved account acquisition and development plans.
6. Prepare pricing, discount and promotional proposals based on costs, competitor prices and required margins; submit them to the Senior Sales Manager for approval within delegated authority and implement approved changes.
7. Coordinate with the designated internal function and relevant authorities to obtain required promotional permits and licenses; maintain supporting records and ensure approvals are secured before activities commence.
8. Investigate sales-related incidents and customer complaints, coordinate corrective action with the relevant functions, track resolution and escalate significant or unresolved matters to the Senior Sales Manager.
9. Monitor stock availability, sales movement, stock ageing and replenishment requirements with Procurement and Warehouse teams; recommend action to minimize stockouts, excess inventory and obsolete products.
10. Consolidate and analyses sales performance by channel, brand, product and account; report target achievement, gross margins, forecast variances and outstanding receivables to the Senior Sales Manager, with recommended corrective actions.
11. Identify product knowledge gaps and coordinate training on specifications, applications, competitive advantages, warranties and approved service terms; assess staff readiness to advise customers accurately.
12. Maintain relationships with assigned customers, conduct account reviews, identify additional sales opportunities and coordinate actions to improve customer retention and account profitability
13. Monitor the work plans, coverage and performance of assigned staff; contribute to appraisals and submit competency gaps and development recommendations to the Senior Sales Manager and HR.
14. Review sales shortfalls with the team and implement agreed recovery actions, including improved account coverage, product mix, conversion and promotional execution, while protecting approved margins.
15. Provide sales forecasts and product requirements for the Senior Sales Manager and Procurement team; support approved sourcing activities and follow up supply requirements within delegated responsibilities.
16. Conduct regular sales coaching and team reviews to improve negotiation, customer engagement, opportunity conversion and execution of agreed sales plans; monitor improvement against individual performance objectives.
17. Ensure quotations, sales orders, customer records, promotional approvals and other assigned commercial documents are accurate, complete and maintained in approved systems; follow applicable approval and document-control procedures.
18. Monitor outstanding receivables with Key Account Managers and Finance/Credit Control; follow up overdue accounts, resolve commercial disputes and escalate credit risks in accordance with approved credit policies.
19. Prepare and implement an approved marketing calendar covering promotions, product launches, trade activities and relevant digital campaigns; evaluate results against agreed sales, lead generation and expenditure measures.
20. Monitor product displays, promotional materials and brand presentation across assigned outlets; coordinate improvements with retailers and relevant internal teams in accordance with approved brand standards.
21. Support the Senior Sales Manager in coordinating with principals and suppliers on product launches, training, promotional support and brand performance; maintain records and follow up agreed actions.
22. Oversee the preparation and follow-up of quotations and sales orders for assigned accounts; coordinate product availability, delivery commitments and fulfilment, and escalate exceptions requiring approval.
23. Ensure the team maintains accurate customer, visit, opportunity and follow-up records in the approved CRM or business system; use these records to monitor account coverage and sales conversion. 24.Attend Trainings and seminars to upgrade the knowledge.

Other Responsibilities

• Perform other tasks that may be assigned by the manager or the immediate supervisor.
• Comply with all the requirements and monitor the consistent implementation of Quality Management System, policies, procedures, and other standards.
• Knowledge on Quality Management System (QMS).

Job Specifications

Educational Qualification:

• bachelor’s degree in business administration, Sales, Marketing or a related discipline, or an equivalent qualification accepted under company policy.

Professional Experiences:

• at least five years of relevant sales/channel management experience, including two years supervising a sales team. Priorities electronics/appliances experience; Qatar/GCC market experience may be desirable.

Competencies:

• Knowledge of assigned electronics and appliances, product applications, warranties, service arrangements, customer segments and channel dynamics.
• Ability to develop accounts, manage sales pipelines, prepare forecasts, negotiate within approved terms and convert opportunities into profitable sales.
• Ability to analyses gross margins, pricing, discounts, promotional results, stock movement and receivables, and recommend corrective actions.
• Ability to organize campaigns, product launches, merchandising and brand activities and evaluate their commercial results.
• Ability to allocate work, set expectations, coach staff, provide performance feedback and follow up development actions.
• Channel sales planning, account development, pipeline management, forecasting, negotiation and quotation management.
• Ability in managing sales and marketing operations and achieving the results.
• Ability to Gross margin analysis, pricing evaluation, discount controls, promotional profitability and credit risk awareness.
• Ability to do Campaign planning, market and competitor analysis, merchandising, brand execution and campaign performance measurement.
• Practical proficiency in Excel, ERP and CRM systems, including sales analysis and reporting.
• Exceptional ability to maintain relationships with customers and suppliers.
• Proficient in all Microsoft Office applications
• Excellent problem-solving skills.
• Customer focus – Customer focus, accountability, ethical judgement, problem-solving, communication and attention to detail.
• Excellent leadership skills – Target deployment, coaching, performance feedback, delegation, follow-up and cross-functional coordination.
• Excellent communication skills
• Team player, Excellent management and interpersonal skills
• Languages: English /Hindi /Arabic