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.
