REGIONAL SALES MANAGER- SA

KRAs and KPIs

AREA Sales Manager- GOVT (SALES):

Key Responsibility Areas (KRAs)

1. Government Sales Strategy Execution

o Implement the company’s sales strategies for the government sector in the
assigned area.
o Focus on achieving sales targets by identifying and pursuing opportunities in
government projects.
o Align area-level objectives with the overall sales goals for the government
sector.
2. Government Relationship Management
o Build and maintain strong relationships with government officials, contractors,
and project consultants.
o Liaise with decision-makers to promote modular railing solutions for
government projects.
o Ensure consistent communication with stakeholders to secure tenders and
contracts.
3. Tender and Proposal Management
o Prepare and submit tenders, proposals, and quotations for government
projects.
o Ensure all bids comply with technical, regulatory, and financial requirements.
o Follow up on tender submissions to maximize the chances of winning
contracts.
4. Market Intelligence and Opportunity Identification
o Monitor upcoming government projects and procurement plans in the area.
o Gather insights on market trends, competitor activities, and government
policies.
o Identify potential projects and propose strategies to capture these
opportunities.
5. Sales Pipeline Development
o Develop and maintain a robust pipeline of government project opportunities.
o Track and manage the progress of opportunities from lead generation to
contract closure.
o Ensure accurate forecasting of sales revenue from government projects.
6. Operational Coordination
o Collaborate with internal teams such as production, design, and logistics to
ensure project delivery.
o Address operational challenges, such as specification changes or supply chain
disruptions.
o Ensure timely delivery and execution of projects in line with government
requirements.
7. Reporting and Compliance
o Provide regular updates on area sales performance, forecasts, and project
status to senior management.
o Ensure adherence to all company policies, government regulations, and ethical
standards.
Key Performance Indicators (KPIs)

1. Sales and Revenue Growth

o Achievement of monthly, quarterly, and annual sales targets for the
government sector.
o Year-over-year growth in revenue from government projects in the assigned
area.
2. Tender Success Rate
o Percentage of tenders won versus tenders submitted.
o Reduction in bid rejections due to non-compliance or errors.
3. Pipeline Development and Conversion
o Number of new government project opportunities added to the pipeline.
o Conversion rate of leads into closed contracts.
4. Client Relationship Management
o Number of new government clients or departments engaged.
o Retention rate of existing government clients and repeat business.
5. Timely Execution and Delivery
o Percentage of government projects delivered on time.
o Reduction in delays caused by internal or external factors.
6. Profitability Metrics
o Average profit margin achieved per government project.
o Reduction in project cost overruns or unplanned expenses.
7. Market Penetration
o Expansion into new government departments or regions within the area.
o Increase in market share of modular railing products in the government sector.
8. Customer Satisfaction
o Net Promoter Score (NPS) or equivalent satisfaction measure for government
clients.
o Percentage of customer complaints resolved within a specified timeframe.
9. Compliance and Risk Management
o Zero instances of non-compliance with government regulations or company
policies.
o Effective management of risks associated with government projects.
10. Reporting and Accuracy
o Timeliness and accuracy of sales reports and forecasts submitted to senior
management.
o Actionability of market insights and competitor analysis provided.
AREA Sales Manager- Retail (SALES):

Key Responsibility Areas (KRAs)

1. Retail Sales Strategy Implementation

o Execute the company’s retail sales strategies within the assigned area.
o Meet or exceed retail sales targets by focusing on distributors, dealers, and
retail outlets.
o Align area-level objectives with overall retail sales goals.
2. Channel Partner Development and Management
o Identify, onboard, and nurture new retail channel partners, including dealers
and distributors.
o Build and maintain strong relationships with existing channel partners.
o Provide training and support to retail partners to enhance their sales
performance and product knowledge.
3. Market Expansion and Coverage
o Identify untapped markets and regions within the area for retail expansion.
o Increase market share by driving penetration of modular railing products in the
retail sector.
4. Retail Marketing and Promotions
o Collaborate with the marketing team to implement region-specific campaigns
and promotions.
o Ensure proper branding, product placement, and visibility at retail outlets.
o Organize and participate in promotional events, trade shows, and exhibitions.
5. Customer Engagement and Satisfaction
o Address customer inquiries and complaints promptly to maintain satisfaction.
o Gather feedback from retail customers to refine product offerings and improve
service.
6. Inventory and Logistics Coordination
o Monitor inventory levels at retail outlets to avoid stock outs or overstocking.
o Ensure timely delivery of products to retail partners in collaboration with the
logistics team.
7. Team Leadership and Development
o Lead and motivate the area retail sales team to achieve their targets.
o Conduct regular training sessions to improve team members' skills and
product knowledge.
o Monitor and assess team performance, implementing corrective actions when
necessary.
8. Reporting and Compliance
o Provide timely and accurate sales reports, forecasts, and insights to senior
management.
o Ensure compliance with company policies and ethical practices in all retail
dealings.
Key Performance Indicators (KPIs)

1. Sales and Revenue Growth

o Achievement of monthly, quarterly, and annual retail sales targets.
o Year-over-year growth in revenue from retail sales in the assigned area.
2. Channel Partner Performance
o Number of new retail partners added to the network annually.
o Percentage of channel partners meeting or exceeding their individual sales
targets.
3. Market Penetration
o Expansion into new territories or regions within the area.
o Increase in market share for modular railing products in the retail sector.
4. Promotional Effectiveness
o ROI on retail-specific campaigns and promotions conducted in the area.
o Increase in sales volume during promotional periods.
5. Customer Satisfaction
o Net Promoter Score (NPS) or equivalent measure of retail customer
satisfaction.
o Percentage of customer complaints resolved within a specified timeframe.
6. Inventory and Delivery Management
o Reduction in stock outs or overstock incidents at retail outlets.
o Percentage of on-time product deliveries to retail partners.
7. Team Productivity
o Percentage of team members achieving their individual retail sales targets.
o Improvement in team competency levels through training sessions.
8. Profitability Metrics
o Average profit margin achieved on retail sales.
o Reduction in costs associated with retail sales and distribution.
9. Market Insights and Reporting
o Timeliness and accuracy of sales reports and forecasts submitted to
management.
o Actionability of market insights and competitor analysis provided.
10. Compliance and Risk Management
o Zero instances of non-compliance with company policies or ethical standards.
o Effective handling of risks associated with retail operations.
AREA Sales Manager- Project (SALES):

Key Responsibility Areas (KRAs)

1. Large Project Sales Strategy Execution

o Implement sales strategies tailored to large-scale projects in the assigned area.
o Drive efforts to achieve or exceed sales targets for commercial, residential,
and infrastructure projects.
o Align area-level goals with the company’s strategic objectives for large
projects.
2. Client Acquisition and Relationship Management
o Build and maintain relationships with key stakeholders, including architects,
project consultants, contractors, and developers.
o Act as a trusted advisor for clients to ensure a seamless project sales
experience.
o Ensure ongoing engagement to secure repeat business and referrals.
3. Tender and Proposal Management
o Oversee the preparation and submission of tenders, proposals, and quotations
for large projects.
o Ensure all bids meet technical, financial, and regulatory requirements.
o Follow up on submitted tenders to maximize success rates.
4. Project Pipeline Development
o Identify and pursue opportunities for large projects in the assigned area.
o Maintain an active and robust sales pipeline, ensuring steady project
acquisition.
o Track leads and opportunities from initial contact to contract closure.
5. Project Coordination and Delivery
o Collaborate with design, production, and logistics teams to ensure projects are
delivered on time and to client specifications.
o Address operational challenges, such as design revisions or delivery issues,
promptly.
o Ensure the execution of contracts aligns with client expectations and quality
standards.
6. Market Intelligence and Competitor Analysis
o Monitor trends, opportunities, and threats in the large project segment.
o Provide actionable insights on competitors’ strategies and market dynamics.
7. Team Leadership and Development
o Guide and motivate the sales team to focus on large project acquisitions.
o Conduct training to enhance the team’s knowledge of project-based selling
and technical specifications.
o Evaluate team performance and implement improvement plans as needed.
8. Compliance and Reporting
o Ensure adherence to company policies, legal standards, and ethical practices in
large project sales.
o Provide regular updates on sales performance, forecasts, and project progress
to senior management.
Key Performance Indicators (KPIs)

1. Sales and Revenue Growth

o Achievement of monthly, quarterly, and annual sales targets for large projects.
o Year-over-year growth in revenue from large project sales.
2. Project Acquisition Success Rate
o Number of large-scale projects secured annually.
o Percentage of tenders won versus total tenders submitted.
3. Profitability Metrics
o Average profit margin per large project.
o Reduction in cost overruns or unplanned expenses during project execution.
4. Pipeline Management
o Number of new large projects added to the pipeline.
o Conversion rate of leads into signed contracts.
5. Timely Project Execution
o Percentage of projects delivered within the agreed timelines.
o Reduction in project delays caused by internal or external factors.
6. Client Satisfaction and Retention
o Net Promoter Score (NPS) or equivalent satisfaction metric for project clients.
o Percentage of repeat business or follow-up projects from existing clients.
7. Team Performance and Development
o Percentage of team members achieving their individual sales targets for large
projects.
o Improvement in team competency through training and development
programs.
8. Market Expansion
o Number of new sectors, regions, or high-value clients engaged for large
projects.
o Growth in market share within the large project segment.
9. Reporting and Compliance
o Timeliness and accuracy of sales reports and forecasts submitted to
management.
o Zero instances of non-compliance with regulatory or ethical standards.
10. Market Insights
o Quality and applicability of market intelligence and competitor analysis
provided to management.
o Effectiveness of strategies adjusted based on market feedback.