Role & responsibilities:

Revenue and CM% Delivery

Execute the large projects and KAM strategy to deliver defined Revenue, Volume, Mix, and CM%.
30% of Revenue and Volume to be achieved from projects of identified National Key Accounts for PSM assigned key accounts PSO.

Discount Management

Operate within the defined discount budget.
Ensure defined mix for the geography through regular review of pipeline and live projects.

Sales processes

100% usage of defined processes in CRM accounts, leads (Non-Key Accounts), site validation for all sites (Key Accounts and Non – Key Accounts), sampling, previews, quotations, etc.
Ensure adherence to defined depot tinting processes for Professional Business.

Key/Non key Accounts

Ensure desired action from self and team on leads of Key Account projects in the geography assigned by Key Account Manager – 30% from identified Key Accounts.
Ensure pipeline of Non – Key Accounts to deliver the balance 80%.
Ensure robust pipeline on weekly basis & review on CRM Hygiene.
Support PSO team on Medium and Small projects wherever needed (500L to 5000L top coat per site).

Capability

Assess capability of the team.
Ensure periodic training on product, sustainability, tools, processes with help from Sales Excellence and Brand Marketing.
Deploy and train team on Key Account Management principles and processes.
Roll out all product and application training programs to large painters.

Review

Process adherence and tool usage.
Pipeline, conversion ratios, and hence demand plan.
Revenue, volume, mix, and CM% delivery – Key Accounts and non-Key Accounts.
Service delivery – colour – Previews, dry samples, wet samples, site sampling, specifications, Distributor Depot Tinting vs. SLA, overall product delivery vs. SLA, complaints.

Preferred candidate profile:

University degree – preferably in Commerce, Business Administration or similar with 8+ years of experience.
Should have the ability to work along with a team of people both on and off roll and create excitement through value addition, suggestions, and quick solutions.
Should possess the intellect to work with customers, identify customer needs and take business decisions to ensure closure.
Know-how on Microsoft Office skills (Excel, PowerPoint, and Word). Must be a self-starter, possess good project management skills; ability to multi-task effectively with cross-functional teams and meet deadlines.

Perks and benefits: As per the industry standard

ndustrial Product Aesthetic Designer (Machinery & Equipment)

Project sales Manager- North