Principle Accountabilities
Strategic sales planning
- Provide inputs to the Internal Teams to support the development of strategic initiatives in order to achieve the business targets from the territory and key accounts
- Understand and effectively communicate Uniacoustic's value proposition to its institutional customers and influencers
- Analyze and evaluate assigned territories regarding sales trends, key residential, commercial and hospitality projects and competition in order to protect existing sales and maximize future sales opportunities.
Business Planning
- Support the formulation of annual business & operating plan for the area by providing inputs on the pipelines for key accounts in the respective territory
- Map the territory targets cascaded from the area targets onto the key accounts (on an annual, monthly and weekly basis)
- Report the achievement of targets and budgets on a monthly basis
Relationship building & maintenance -
- Establish and build strong client relationships over time that allow for continuity and ongoing representation reinforced by sales support & delivery
- Visit key accounts on a monthly / weekly / daily basis depending on the workings for current ongoing or future projects
- Build strong connect with influencers (architects, pmc's, gc's, interior designers, project consultants etc.) and meet them regularly in order to motivate them towards recommending Uniacoustic products
- Collect BOQs from architects / contractors / PMCs and prepare & submit bids on time with product options
- Meet the concerned purchase / commercial personnel from the client end to understand the budget, competitor quotes and rework quotations, if required. Also, support the negotiations
- Present samples and meet the client with dealers to close the deals
- Understand and escalate the pain points of the customers within the Uniacoustic eco-system
New customer acquisition -
- Generate leads through existing relationships with key accounts, interaction with internal & external consultants / contractors, prop equity database, dealers and cold calls
- After identifying new clients, establish contact with them
- Map Uniacoustic products to customer needs and submit bids. Provide support in negotiations with new clients
Order processing and tracking -
- Post deal closure, generate or check all documents (PO, per forma invoice etc.)
- Provide forecast to sales coordinators as per site requirements and track schedule to ensure on time supply
- Monitor any changes in the site requirements and update the forecast accordingly
- Visit project sites regularly to meet project managers, consultants and site engineers in order to discuss project progress, update on supply schedule and any technical assistance required
- Coordinate with dealers and other internal functions (sales, admin, product, legal, finance etc.) to resolve customer enquiries and issues
- Escalate any potential risks or delays
- Ensure timely collections from project clients and payments to dealers
Internal and External Operations -
- Build strong relations with specifiers (architects, interior designers, project consultants) to influence technical specifications and with dealers to ensure order fulfilment
- Attend company sales meetings and trade or industry meetings, shows, conventions to increase knowledge of Uniacoustic products
- Coordinate with sales operations, marketing and finance team to fulfil customer requirements and escalate issues within sales team to mitigate any prospective delays
