1. Business Development and Sales -Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets.
- Provide inputs to State Head to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts.
- Understand and effectively communicate Kohler s value proposition to its influencers and end customers.
- Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their respective projects.
- Analyse 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.
2.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 area by providing projects related inputs.
- Report and review achievement of project wise targets and budgets on a monthly / weekly basis
- Plan new launch project discussion and presentations
- Open quotes review and discussion.
3.Market expansion -Strengthen the dealer network by developing new dealer in line with Kohler s store expansion strategies.
- Develop options for catchment areas within the territory that holds the potential for ongoing/future projects.
- Build strong relations and work closely with specifiers (architects, plumbers, interior designers) to influence project clients on order fulfilment.
- Execute the process of ACT approval, layout and design execution, branding activities and finally store opening.
- Coordinate and arrange activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.
- Deep Dive on pipeline where 0 Billing has happened to ensure no lose project in future.
4.Relationship Management -Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.
- Weekly meetings with developers and architects in the assigned projects as per PJP to identify any new opportunities.
- Conduct weekly meets with architects and interior designers in order to motivate them to recommend Kohler products.
- Coordinate the communication and presentation to the architects on new product launches
- Provide inputs to develop trade schemes that enable influencers to achieve their targets, execute these schemes, discuss & monitor influencer performance during the scheme period
- Drive high-quality servicing of influencer relationships across the projects in terms of needs recognition, timely delivery and complaint redressal
- Check on Budget of the customer and propose alternate products
5. Efficient and effective dealer operations -Monitor, guide and support dealers in order to help them achieve their targets.
- Weekly stock audits & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs
- Conduct trainings for the showroom staff to ensure that they are adequately informed about new and existing Kohler products and their features
- Escalate any issue or risk that the developer may be facing and work with the sales team to develop strategies to mitigate the same
6.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 inform the same to the state heads; also ensure that these leads are followed up
- Follow up actions on all leads generated by the influencers
- Understand requirements of major customers and map Kohler products
- Timely execution of promotional activities in the territory
- Execution of the plans/ activities, within time and quality requirements
7.Order generation and processing -Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the area.
- Understand customer requirements and work on submitting both technical and commercial aspects of the quotations on time
- Support the negotiations with major customers and with customers, developers and internal finance teams in order to ensure final conversions
- Receive PI if stock is available, else coordinate with SCM to arrange for those materials
- Track the shipments with SCM and distribution warehouses and escalate any issues related to order delays
- In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials
Skills and Knowledge:
- 4-7 years sales management experience.
- Must possess strong communication, interpersonal and presentation skills.
- Mature, self-driven and result oriented.
- Must be willing to travel throughout the assigned region.
- MBA - Sales / Marketing qualification preferred or graduate with at least 5-6 years of experience.
