Job Description
Location:
Coimbatore, TN, IN
Areas of Work: Sales & Marketing Job Id: 13776
External Job Description
Role Description
The position is that of frontline sales personnel who would primarily be responsible for growth and penetration of Floor coating products in project sales segments in defined geography through lead identification, co-ordination for site sampling, Lead conversion and co-ordination for product trainings to various stake holders like applicators, contractors and thereby achieving overall business objectives
Key Performance Indicators
Business objectives
Identify, index and review market potential for Floor coating products in Project Sales (Geography and Key Accounts)
Create a pipeline of projects (Pvt and Govt) for flooring products sales.
Generate leads through direct project site visits and various stakeholders like Project Sales Officers, Applicators and Dealers
Commercial negotiations with decision makers to clinch orders.
Focus on product mix and ensure product addition in Basic Order Quantity (BOQ) of the site Coordinate with supply chain to ensure timely delivery on site. Ensuring timely collection of payments from distributor.
Technical Assistance
Provide technical assistance pre and post sales at the project sites related to Flooring products
Conduct on-site sampling through the applicators for flooring products to build customer confidence
Market Development
Value Target for Flooring Products in Project Sales
Minimum product level value targets
Stakeholder level value targets
Product training plan compliance
Identification of large new accounts / upcoming projects, followed by mapping of product needs and decision centers, and concluding with approvals and business generation
Tracking of competition and timely formulation and implementation of tactics to protect and expand market footprint
Detailed competition mapping and awareness of their progress on a site to site basis.
Build long term relationship with the identified set of stakeholders through regular product training and on-site assistance
Brief about products and systems with Specifiers and Consultants to generate business
Training
Identify and support clients on practical application of Flooring products at regular intervals
Coordinate with Marketing function to send out collaterals and relevant training material to the Applicators
Market Intelligence
Assist Marketing function in conducting product trials and building inferences on APL product strength vis--vis products in the market
Identify non-APL business stakeholders and take measures to convert to APL account through product demonstration initiatives
Integrate with Research and Technology function for new product development based on feedback of product trends in the market
Role Requirements / Specifications Qualifications
B.E / B. Tech (Civil) from Tier III/IV Engineering institutes;
Other graduation qualifications to be considered only in cases where relevant experience is found suitable
Minimum of 50% marks throughout education without any backlogs
Graduation must be through a full time course
ACM from NICMAR Pune/Goa/ Hyderabad, CPM from RICS Noida/Mumbai
1-2 Years experience for Level I and 2-5 Years experience for Level II preferable in Civil construction/Cement / chemicals company (Techno-commercial roles), Projects Sales (B2B) Experience Preferred
Target companies are BASF, Sika, Fosroc, Cipy polyurethane, Ardex, Flowcrete.
Only NICMAR and RICS pass outs can be recruited as freshers without experience Functional Competencies
Civil Construction knowledge
Product knowledge on construction chemicals and waterproofing/flooring products Behavioral Competencies
