Title: Job Description - Area Sales Manager at Kohler Co.

Introduction:

At Kohler Co., we are a leading global manufacturer in the plumbing industry, known for our high-quality products, innovative designs, and commitment to customer satisfaction. We are currently seeking a highly motivated and experienced individual to join our team as an Area Sales Manager. In this role, you will be responsible for overseeing and driving sales activities within a particular geographical region. If you have a passion for sales, exceptional leadership skills, and a proven track record in achieving targets, then this opportunity could be perfect for you.

Job Purpose:

This role exists to achieve pre-set sales and revenue targets and goals in coordination with dealers and to develop product and brand image amongst retail customers in the assigned area.

Roles Responsibilities:

Business Development and Sales

Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets.
Identify and provide inputs to zonal sales manager on potential growth areas in the area.
Formulate development of roadmap and strategic initiatives for the assigned area.
Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their areas.

Business Planning

Support formulation of sales and business plans for the zone aligned to the overall regional sales plans.
Support the formulation of annual business plans for the zone by providing area related inputs.
Ensure alignment of strategic focus with area KAM team.
Develop area level sales forecast and budgets and cascade the same by dealers.
Communicate the targets to dealers.
Monitor and track achievement of targets and budgets on a monthly basis.
Review achievement of dealer wise target on a monthly and quarterly basis.

Market Expansion

Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies.
Identify new catchment areas that hold the potential for a Kohler outlet.
Identify and shortlist dealer prospects, screen these prospects and finalize dealers.
Responsible for the process of ACT approval, layout and design execution, branding activities and finally store opening.
Arrange and lead activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.

Relationship Management

Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.
Plan how to establish and maintain relationships with major dealers and influencers.
Monthly meetings with dealers and architects in the assigned area to understand their needs with a view of future sales growth.
Conduct weekly meets with architects, interior designers and plumbers.
Communicate and present to the architects and dealers any new product launches.
Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, and monitor dealer performance during the scheme period.
Drive high-quality servicing of customer relationships across the area in terms of needs recognition, timely delivery and complaint redressal.

Efficient and Effective Dealer Operations

Monitor, guide and support dealers in order to help them achieve their targets.
In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.
Audit the stock with every dealer at the beginning of the week and take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs.
Identify the training needs of showroom staff and conduct the same in order to ensure that they are adequately informed about Kohler products and their features.
Escalate any issue or risk that the dealer may be facing and work with the sales team to develop strategies to mitigate the same.

Market Penetration

Generate new leads and interact directly with end customers to help build secondary sales.
Through influencers - architects, interior designers, identify potential customers and along with TSMs ensure that these leads are followed up by the zonal sales team.
Follow up actions on major leads generated by the dealers.
Understand requirements of major customers and map Kohler products.
Timely execution of promotional activities in the area.
Provide inputs to the HO team to ensure formation of robust intervention plans.
Ensure quality execution of the plans/activities, through the area team.

Order Generation and Processing

Accountable for quotation submission and order fulfilment to achieve the sales revenue targets for the area.
Understand customer requirements and lead the process of quotation submissions to major customers.
Support the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions.
Accompany influencers or end customers in sample checks at dealer showrooms.
Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders.
Escalate any issues related to order delays and coordinate with internal SCM and warehouse team to avoid the same.

Team Management People Development

Ensure the development, guidance and motivation of subordinates so as to ensure superior performance and employee satisfaction thereby achieving zonal objectives.
Identify training needs for TSMs and ensure the execution of the required training programs in a timely manner.
Provide inputs into performance assessments and ensure that feedback is given to subordinates with a view of improving performance.

Skills and Knowledge:

8-10 years sales management experience within the sanitaryware or building materials trade required.
Knowledge of sanitaryware distribution approach in India and experience in selling products into this distribution network highly preferred.
Must possess strong communication, interpersonal and presentation skills. Mature, self-driven and result oriented.
Must be willing to travel regularly throughout the assigned region.
MBA - Sales / Marketing qualification preferred or graduate with at least 8-10 years of experience.

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