Sales Manager

Certainly. I will draft this as a 30+ years experienced HR Head who understands structure, accountability, and performance culture — aligned deeply with *RJ’s ASMP & BMP philosophy* (Systems + MDO + Sales Auto-Pilot + Golden Circle + SING).This is not a traditional JD.This is a *Performance-Driven Sales Leadership Blueprint.*---# POSITION: SALES MANAGER ### (Sales Auto-Pilot Leader | Marketing Engine Driver | Profit Multiplier)---# 1️⃣ JOB DESCRIPTION (JD)## Position SummaryThe Manager – Sales will be the *Owner of Revenue, Profitability & Sales Systems* of the organization.He will not function as a “Super Salesman”.He will function as a:* Sales System Builder* Final Negotiation Authority* Conversion Multiplier* Team Performance Driver* Golden Circle Implementor* Sales MIS ControllerSales will be fully responsible for:* Achieving complete team sales targets* Increasing conversion ratio* Increasing average ticket size* Improving NBD–CRR ratio toward 50:50 (ASMP Target)* Building Sales Auto-Pilot (no dependency on owner)* Ensuring Sales runs on MIS & MDO like OperationsAs per ASMP philosophy:> Sales must run on Systems, not on Superstars.> Remove “EAGLE dependency” and make each rep a Profit Center. ---# 2️⃣ JOB SPECIFICATION (JS)## Educational Qualification* MBA / PGDM (Sales/Marketing preferred)* 10–15+ years Sales Experience* 5+ years in leadership role handling team targets## Experience Required* Experience in structured Sales MIS & KPI driven environment* Experience handling large ticket negotiations* Experience building & mentoring sales teams* Experience in both: * CRR (Existing Business) * NBD (New Business Development)## Competency Requirements (ASMP Aligned)### Strategic Competencies* Understand Sales Auto-Pilot Model * Understand Golden Circle & Black Circle Strategy * Ability to shift focus from Revenue to Profit Planning### Behavioral Competencies* High Accountability* Discipline (5 BBB culture)* Data-driven decision making* No excuse tolerance* High negotiation maturity* Strong team coaching ability### Technical Competencies* Sales MIS (MeCA / MCAP tracking)* Funnel Management* Lead Generation Science (NBD Outgoing engine) * Conversion analytics* Ticket size growth strategy---# 3️⃣ CORE RESPONSIBILITIES## A. Sales Target Achievement (Full Ownership)* Responsible for 100% achievement of: * Monthly Sales Target * Quarterly Target * Annual Target* Ensure no owner intervention required for routine closures.* Personally intervene in: * High value deals * Strategic Golden Circle clients * Stuck negotiations---## B. Sales Auto-Pilot Implementation (ASMP Pillar 1)As per Sales Auto-Pilot framework :He will:1. Create / Monitor Sales FMS for:  * CRR  * Incoming NBD  * NBD-CRR  * Outgoing NBD2. Ensure:  * CRM handles post-order activities  * Sales reps focus only on M & C (Meetings & Conversion)  * No Sales rep doing Lead Generation (System Error) 3. Weekly Monitoring:  * Me (Meetings)  * C (Conversion Ratio)  * A (Average Rs Sale)  * P (Gross Profit)Implement:* 5 for 3 → 5 for 5 → 5 for 9 progression---## C. Conversion & Negotiation Leadership* Attend final negotiation meetings when: * Ticket size exceeds threshold * Strategic Rocket Client involved * Rep unable to close within 3 follow-ups* Increase: * Conversion ratio month-on-month * Average Ticket Size * Gross Profit %* Ensure: * Stop Discount & Credit dependency  * Sales Pitch standardization * Authority-based selling---## D. Golden Circle Strategy Implementation (ASMP Pillar 3)As per Golden Circle to 4X framework :He will:1. Identify:  * Rocket Clients (RC)  * Rocket Products (RP)2. Eliminate:  * Black Circle clients  * Low GP products3. Ensure:  * Focus selling inside Golden Circle  * High margin focus  * Advance-based selling---## E. NBD Engine DevelopmentAs per NBD Sales Engine :He must:* Ensure dedicated NBD-Out team* Tele-caller qualification system* SC scheduling control* Back-to-back meetings lined up* Increase NBD contribution from 20% to 50%---## F. Sales Team Development & Motivation* Conduct weekly EM (Execution Meeting)* Review MIS weekly (No monthly review culture)* Mentor bottom 20%* Reduce dependency on Top 20% (Eagles issue) * Build Profit Center mindset for each rep---## G. MIS & ReportingMaintain:* Weekly MeCA dashboard* Conversion trend chart* Avg Ticket trend* NBD-CRR ratio tracker* Individual Rep Profitability sheet* Personal Negotiation log* Meeting documentation---# 4️⃣ KEY RESULT AREAS (KRA)---## KRA 1: Revenue & Target Achievement### KPI:* 100% monthly team target achievement* 95%+ quarterly target* 100% annual revenue plan achievement---## KRA 2: Conversion Ratio Improvement### KPI:* Increase team conversion ratio by minimum 20% in 6 months* Each rep conversion to match or exceed benchmark* Reduction in stuck deals > 30 daysAligned to SING (Sales Is a Number Game) ---## KRA 3: Average Ticket Size Growth### KPI:* Increase Avg Ticket Size by 15–25% annually* Increase GP per transaction* Increase cross-sell / up-sell %---## KRA 4: NBD Expansion### KPI:* NBD contribution improved from 20% to minimum 40% in 12 months* 50% target in 24 months* Minimum X new qualified Rocket Clients per quarter---## KRA 5: Golden Circle Implementation### KPI:* Identify & document RC + RP in 90 days* Reduce Black Circle clients by 20% in 6 months* Increase Golden Circle revenue share to 60%---## KRA 6: Discount & Credit Reduction### KPI:* Reduce discount % by minimum 30%* Reduce credit days by 20%* Increase advance-based orders---## KRA 7: Sales Team Productivity### KPI:* Each rep to achieve defined MeCA targets weekly* 100% reps tracked via MIS* No rep below benchmark for more than 60 days without action---## KRA 8: Sales Auto-Pilot Implementation### KPI:* Sales FMS fully documented* CRM handling 100% post-order tasks* Owner not required for >80% negotiations---# 5️⃣ PERFORMANCE EVALUATION SCORECARDWeightage Example:* Revenue Achievement – 30%* Conversion & Ticket Growth – 20%* NBD Expansion – 15%* Golden Circle Implementation – 10%* Discount & Credit Control – 10%* Team Productivity – 10%* MIS & Systems Discipline – 5%---# 6️⃣ NON-NEGOTIABLE EXPECTATIONS* No Excuse Culture* Weekly Closing Mindset* Data > Emotion* Systems > Heroics* Profit > Revenue* Golden Circle > Random Selling* Pull Marketing > Push Selling---# FINAL HR NOTEThis role is not for a “Senior Salesman.”This role is for a *Sales System Architect*who can:✔ Remove owner dependency✔ Make Sales scalable✔ Build Marketing Engine✔ Achieve Sales Auto-Pilot✔ Drive 2X → 4X Profit StrategyAs clearly stated in ASMP:> Sales must move from struggle to system.> From chasing to control.> From discounting to authority. ---If you would like, I can now create:* ✅ Interview Evaluation Sheet* ✅ 90-Day Action Plan for GM – Sales* ✅ Variable Pay Structure aligned with MeCA* ✅ Monthly Sales Dashboard Format* ✅ Negotiation Escalation Matrix* ✅ Sales Team Structure under GMTell me which one you want next.

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