Job Description

Widen Your Horizons. Join the Next Chapter of Your Career
At EssilorLuxottica, we are committed to empowering our people to grow and succeed. This is your opportunity to take your career to the next level, embrace new challenges, and continue making a difference.
We work for a brighter future, thinking today about the world of tomorrow. ?
Don't miss the chance to shape your #FutureInSight with us!
Position Title:
Territory Sales Manager [TSM]
Reporting to:
Cluster Head/ Business Head
Department / Function:
Sales
Business Unit:
Essilor India Pvt Ltd [EIPL]
Position Summary - Purpose and Objectives of the Role

• To Achieve Sales targets through people, customers and RTM [Routes to Market] initiatives for the overall strategic region's development
• Represent the regions Uniqueness and ensure he gets the right resources and inputs to exploit full potential.
• Execution of regional plan & Strategy
• Channel & Distributor Plan and Follow up
• Leading, coaching and developing Territory Sales Executive to implement the channel and customer plans and achieve the desired in-store POS and sales objectives at the store level
• Communicate clearly and manage day to day smooth functioning of sales and business processes

Main Focus and Key Areas of Responsibilities
Market
Set the individual monthly, quarterly and yearly target for each TSE
Translate region's plan into execution for TSEs

• Ensure implementation of regional, channel and customer strategy
• Continuously look for new opportunities for growth and ensure strong participation and contribution to ICP
• Ensure implementation of regional & channel strategy
• Ensure proper work for all personnel to develop and coach people on the job
• Help TSE in problem solving at various levels- Retailer, Distributor, RO
• Manage budgets & Monitor trends (market, competitors)
• Ensure Essilor products are in prominent locations and according to Essilor guidelines and standards
• Ensure compliance of TSE with their respective roles & responsibilities
• Work with the Operations Team and Customer Service team to Improve service to the retailer /ECP
• securing the right level of allocated resource

• Distributor and Key Regional Customer management

• Appoint, manage and develop distributors & key regional customers to ensure business continuity with Essilor norms and working conditions
• Build & maintain relationships with key customers of each TSEs & participate in key business meetings
• Give a helping hand to each TSE in managing distributor issues like performance, training of personnel & even handling problem solving & Retiring when necessary
• Define the boundary for each distributor and ensure the sales within each boundary all within Essilor guidelines

• Administration

• Generate accurate and submit timely report on: competitor activity, price change and promotional support
• Sign internal & external correspondence, expense, leave application, Conduct performance appraisals, Reward recognition & career planning for all sales staff
• Coordinate correspondence and communication between RO and team
• Be the Nursery for new ideas and the link between Market and RO to ensure Essilor interest is best represented and protected
• Proactively manage manpower to cover routes to minimize route vacancy after people leave

Candidate Profile
Knowledge / Experience
Divisional or BU Experience
Operated as a Specialist in Sales role in medical devices/pharmaceutical/ diagnostic industry
Experience / Track Record

• Experience in Sales, Customer &Distributor- B2B Sales
• Minimum 10 years of relevant work experience
• Multi-Functional exposure (Preferred)
• Market (internal & external exposure) /Optometry background)
• Distributor /RTM exposure
• Basics of Computer-Excel/PPTs/Google Docs-etc

Industries Experience
One or more of the following:

• Optical Retail
• Medical Devices/ Pharmaceuticals
• FMCG/FMCD

Geographical Experience
Must be familiar with local markets/Key towns
Qualifications
Education / Qualification / Certification
Bachelor's Degree from a recognized University
Post-graduation in Management from a reputed business school is preferable
Language
Proficiency in English and local language. Multilingual will be advantage.
Pre-requisites and Next Career Steps
Psychometrics/ Behavioral Traits

• Demonstrates high energy
• Strong ability to influence, drive change amongst ambiguity
• Self-motivated, Goal driven and result oriented
• Diverse and able to work well in teams and across functions
• Willingness to travel across the market place

Our Diversity, Equity and Inclusion commitment?
We are committed to creating an inclusive environment for all employees. We celebrate diversity and provide equal opportunities to all, regardless of race, gender, ethnicity, religion, disability, sexual orientation, or any other characteristic that makes us unique.

Skills Required