REGIONAL SALES MANAGER GOVT (SALES):

Key Responsibility Areas (KRAs)

1. Government Sales Strategy Execution

o Implement and oversee the execution of government sales strategies across the
assigned region.
o Ensure alignment with company-wide objectives to maximize sales
opportunities in government sectors (e.g., public infrastructure, government
buildings, and large-scale government contracts).
o Drive sales growth within the government vertical by targeting tenders,
contracts, and projects.
2. Government Client Acquisition and Relationship Management
o Build and maintain relationships with key government stakeholders, including
government officials, project consultants, architects, and contractors.
o Manage and expand government accounts, ensuring consistent and long-term
engagement.
o Act as the primary point of contact between the company and government
agencies for large projects.
3. Tender and Proposal Management
o Lead and oversee the submission of tenders and proposals for government
projects.
o Ensure all government bids comply with technical, legal, and financial
requirements.
o Follow up on submitted tenders, ensuring timely responses and increased
chances of success.
4. Market Intelligence and Opportunity Identification
o Monitor government procurement plans, upcoming projects, and market trends
within the region.
o Identify new opportunities for modular railing solutions within the
government sector, both locally and regionally.
o Assess competitor activities and market conditions to adjust strategies and stay
competitive.
5. Sales Pipeline and Forecasting
o Develop and manage a robust sales pipeline for government contracts,
ensuring consistency in lead generation and conversion.
o Maintain accurate forecasting and reporting of government sector sales
performance and progress.
6. Project Coordination and Delivery
o Ensure smooth coordination with project management and delivery teams to
guarantee timely execution of government contracts.
o Address operational issues related to project scope changes, supply delays, or
design alterations.
o Ensure government projects are executed within budget and meet the required
quality standards.
7. Team Leadership and Development
Key Performance Indicators (KPIs)

1. Sales Growth and Revenue

o Achievement of regional sales targets and revenue goals from government
projects.
o Year-over-year growth in revenue from government sector sales in the region.
2. Tender Success Rate
o Percentage of tenders won versus tenders submitted.
o Improvement in the success rate of government project bids.
3. Client Retention and New Client Acquisition
o Number of new government clients or agencies acquired in the region.
o Retention rate of existing government clients and the number of repeat
projects.
4. Project Execution Timeliness
o Percentage of government contracts delivered on time and in compliance with
client specifications.
o Reduction in project delays or issues caused by logistical or operational
challenges.
5. Profitability
o Average profit margin on government contracts.
o Reduction in project cost overruns or margin erosion due to project execution
challenges.
6. Sales Pipeline Development
o Number of new government leads or opportunities generated within the
region.
o Conversion rate of government leads into secured contracts.
7. Market Penetration
o Expansion into new government sectors or regional markets.
o Increase in market share for modular railing products within the government
sector.
8. Team Performance
o Percentage of sales team members meeting or exceeding their individual sales
targets.
o Improvement in team skills and capabilities through ongoing training and
development programs.
9. Customer Satisfaction and Relationship Management
o Net Promoter Score (NPS) or equivalent satisfaction metric for government
clients.
o Timeliness and effectiveness of addressing government client complaints and
issues.
10. Compliance and Risk Management
o Zero instances of non-compliance with government regulations or internal
company policies.
o Effective risk management practices in place to mitigate potential issues in
government contracts.
11. Reporting and Insights
o Accuracy and timeliness of sales reports and forecasts submitted to senior
management.
 o Quality of market intelligence provided, ensuring actionable insights for senior
leadership.

REGIONAL SALES MANAGER RETAIL (SALES):

Key Responsibility Areas (KRAs)

1. Regional Retail Sales Strategy Development and Execution

o Develop and execute regional sales strategies to drive revenue and meet
targets across retail channels (distributors, dealers, showrooms, etc.).
o Focus on achieving sales growth and market share expansion within the
regional retail market.
o Align regional sales objectives with overall company sales goals and
objectives.
2. Channel Partner Development and Management
o Identify, recruit, and on board new retail partners (dealers, distributors, etc.) in
the region.
o Foster and maintain strong relationships with existing retail partners to
maximize sales opportunities.
o Provide retail partners with training, resources, and support to enhance product
knowledge and improve sales performance.
3. Market Expansion and Coverage
o Identify new business opportunities and untapped markets within the region.
o Focus on expanding the presence of modular railing products in new retail
locations.
o Strategically develop and implement plans to increase market penetration and
retailer footprint.
4. Retail Marketing and Promotions
o Collaborate with the marketing department to develop and implement region-
specific promotional campaigns and activities.
o Monitor and ensure the effectiveness of in-store marketing materials, product
displays, and visibility at retail locations.
o Organize and participate in trade shows, exhibitions, and retail events to
promote brand awareness and drive product sales.
5. Customer Engagement and Satisfaction
o Ensure exceptional customer service standards are maintained across retail
channels.
o Address any customer complaints, inquiries, or issues promptly to maintain
high levels of customer satisfaction.
o Collect and act upon customer feedback to improve product offerings and
sales approaches.
6. Sales Forecasting and Reporting
o Provide accurate sales forecasts and maintain a sales pipeline to meet regional
targets.
o Monitor daily, weekly, and monthly sales performance and adjust strategies as
necessary to meet targets.
o Submit regular sales reports, market insights, and performance reviews to
senior management.
7. Inventory and Supply Chain Coordination
 oEnsure sufficient product availability by coordinating with retail partners and
the logistics team.
o Monitor and manage inventory levels to prevent stock outs or overstocking at
retail locations.
o Work with supply chain teams to ensure timely product delivery and smooth
distribution to retail partners.
8. Team Leadership and Development
o Lead, motivate, and manage the regional retail sales team to achieve sales
targets and performance objectives.
o Conduct regular training, coaching, and performance assessments for team
members.
o Promote a high-performance sales culture within the team to drive results.

Key Performance Indicators (KPIs)

1. Sales and Revenue Growth

o Achievement of regional retail sales targets (monthly, quarterly, and annual).
o Year-over-year growth in regional revenue and sales volume.
2. Market Penetration and Expansion
o Number of new retail outlets, distributors, or dealers on boarded in the region.
o Increase in regional market share for modular railing products.
3. Retail Channel Performance
o Percentage of retail partners meeting or exceeding sales targets.
o Improvement in the sales performance of underperforming partners.
4. Promotional Effectiveness
o ROI on regional retail campaigns and promotions.
o Increase in sales during promotional events, trade shows, and exhibitions.
5. Customer Satisfaction
o Net Promoter Score (NPS) or customer satisfaction scores from retail
customers.
o Percentage of customer complaints resolved within a defined timeframe.
6. Inventory Management
o Reduction in stock outs or overstocking incidents at retail locations.
o Percentage of on-time deliveries to retail partners.
7. Team Performance
o Percentage of the regional retail sales team meeting individual sales targets.
o Improvement in team competency and skill levels through ongoing training
and development.
8. Profitability and Cost Efficiency
o Achieving or exceeding the regional profit margin targets.
o Monitoring and reducing operational costs while maintaining sales growth.
9. Reporting and Forecasting Accuracy
o Timeliness and accuracy of sales forecasts and reports submitted to senior
management.
o Accuracy of sales projections and alignment with actual results.
10. Market Intelligence and Competitor Analysis
 o Quality and actionability of market insights and competitive intelligence
provided.
o Effectiveness of strategies adjusted based on competitor activity and market
conditions

REGIONAL SALES MANAGER PROJECT (SALES):

Key Responsibility Areas (KRAs)

1. Regional Sales Strategy and Execution

o Develop and execute regional sales strategies for large projects in alignment
with company objectives.
o Lead and manage the sales efforts for large-scale projects, including
commercial, residential, and infrastructure developments.
o Achieve or exceed regional sales targets for large projects while ensuring
profitability and customer satisfaction.
2. Client Acquisition and Relationship Management
o Build and maintain long-term relationships with key stakeholders such as
architects, contractors, developers, government agencies, and consultants.
o Identify new opportunities in the regional market for large projects and secure
contracts with major clients.
3. Tender Management and Proposal Development
o Oversee the preparation and submission of tenders, proposals, and quotations
for large-scale projects.
o Ensure all bids comply with technical, financial, and regulatory requirements,
while maintaining competitiveness..
4. Project Pipeline Management
o Manage a healthy project pipeline in the region, ensuring a consistent flow of
opportunities.
o Track and forecast the conversion of leads into signed contracts.
5. Cross-Functional Coordination for Project Delivery
o Work closely with internal teams (design, production, logistics, Project
management) to ensure successful execution and delivery of large projects.
o Address any issues related to product specifications, delivery timelines, or
project scope changes.
o Ensure all regional projects are completed on time and within budget, meeting
the highest quality standards.
6. Market Intelligence and Competitor Analysis
o Monitor market trends, emerging opportunities, and competitor activities in
the large project sector.
o Provide strategic insights to refine sales strategies and improve
competitiveness in the region.
7. Team Leadership and Development
o Lead and motivate the regional sales team, ensuring they meet or exceed their
individual and team sales targets.
o Provide training and development programs to enhance the team's technical
knowledge and project-based sales skills.
8. Reporting and Performance Analysis
 o Provide regular updates and accurate sales forecasts to senior management
regarding regional performance.
o Analyse regional sales performance and develop strategies to improve areas of
underperformance.

Key Performance Indicators (KPIs)

1. Sales and Revenue Growth

o Achievement of regional sales targets for large projects (monthly, quarterly,
and annual).
o Year-over-year revenue growth from large projects in the region.
2. Project Acquisition Success Rate
o Number of large projects secured in the region.
o Tender win ratio: percentage of tenders submitted versus tenders won.
3. Profitability and Margin Control
o Achievement of desired profit margins on large projects.
o Reduction in project cost overruns or unplanned expenses.
4. Pipeline Conversion and Management
o Number of opportunities added to the pipeline.
o Conversion rate of leads to signed contracts (from initial lead to deal closure).
o Average deal closure time from first engagement to contract signing.
5. Timely Project Execution
o Percentage of large projects delivered on or before the agreed timeline.
o Percentage of projects completed without scope or specification issues.
6. Client Satisfaction and Retention
o Net Promoter Score (NPS) or equivalent metric for large project clients.
o Percentage of repeat business or follow-up projects from existing clients.
7. Market Penetration and Expansion
o Number of new large projects secured in untapped markets or regions within
the area.
o Increase in market share within the regional large project sector.
8. Team Performance and Development
o Percentage of regional sales team meeting or exceeding their individual sales
targets.
o Improvement in team skills and knowledge through training and development
programs.
9. Compliance and Risk Management
o Zero instances of non-compliance with regulatory or ethical standards.
o Effective risk management strategies implemented in large project sales to
mitigate legal, financial, or operational risks.
10. Reporting and Forecasting Accuracy
o Timeliness and accuracy of regional sales reports and forecasts submitted to
senior management.
o Actionability of market intelligence and competitor analysis shared with the
team.