BDM- Decorative Lighting

END RESULTS

MAJOR ACTIVITIES

1. People Management

• Review the productivity of LASMs as per norms of the BU

• Encourage them to scan the market and source relevant information to the best of their abilities

• Consistently review their training requirements and nominate them for various training programs for their development and KRA needs

• Maintain lower employee turnover rate within the team

2. Operational Efficiency Improvement

• Maintain collection period as per the norms of the BU and organisation

• Submit all the reports and MISs on the pre-decided frequency and intervals

• Seamless coordination with the local support team – HR, Sales Administration, IT, Supply Chain, Service for smooth running of operations and meeting the market commitments

• Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager

• Providing regular feedback to HO on any new market development / competitor activities / improvement in the existing product range / service delivery / POSM for enhanced customer satisfaction.

Business Plan Achievement

• Constantly explore new sites in the assigned area and identify the influencers and decision makers

• Drive the demand for Decorative & Architectural Lighting and Premium Fans through residential and hospitality projects

• Managing overall performance of the brand stores in the area and ensure its gross margins and profitability is maintained

• Smoothen the sales achievement over the complete month (higher frequency of billing) – billing to a higher number of customers

• Identify opportunities for enhancing the value market share for every product category within the business unit

• Work closely on the leads provided by influencers, architects and IDs and ensure maximum conversions

• Keep a close track on the sales prospects (funnelling)

4. Business Development Initiatives

• Maintain cordial and working relations with key accounts, architects and interior designers.

• Organise engagement programs in brand store towns to enhance the confidence of key influencers, architects and IDs in the brand and tap business opportunities. Drive relationship programs effectively

• Focus on the key drivers of the business in each territory and thus create a long-term sustainable business.

• Ensure regular market scanning to capture updated information on sites, influencers and competition

• Enrol maximum architects on the TISVA architect app

• Deliver effective brand and product awareness presentations (including updates on new launches and schemes) to the key influencers

Schemes & Marketing communication

• Ensure any pricing or scheme related communication is understood first and then communicated to the concerned effectively

• Ensure excitement of schemes is created around the partners and have maximum number of participants and qualifiers

• Ensure deployment and utilisation of marketing collaterals at point of sale

• Review the performance delivery of the influencers and business partners during the scheme periods and ensure higher levels of engagement and qualifiers for the scheme.