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
