Introduction:
At Kohler Co., we are a leading global manufacturer in the plumbing industry, known for our high-quality products, innovative designs, and commitment to customer satisfaction. We are currently seeking a highly motivated and experienced individual to join our team as a Territory Sales ManagerRetail. In this role, you will be responsible for overseeing and driving sales activities within a particular geographical region. If you have a passion for sales, exceptional leadership skills, and a proven track record in achieving targets, then this opportunity could be perfect for you.
Job Purpose:
This role exists to achieve pre-set sales and revenue targets and goals in coordination with dealers and to develop product and brand image amongst retail customers in the assigned area.
Roles Responsibilities:
Business Development and Sales
- Provide inputs to ASM to support the development of strategic initiatives to achieve business targets from the territory key accounts
- Understand and effectively communicate Kohler's value proposition to dealers, influencers, and end customers
- Maintain awareness of market trends including customer preferences, competitive action, new product introductions
Business Planning
- Support the formulation of annual business plans by providing territory-related inputs
- Cascade the sales forecast and budget by weekly dealer-wise targets
- Report and review dealer-wise target achievements weekly/monthly
Market Expansion
- Identify catchment areas for potential Kohler outlets
- Assess and finalize dealer prospects
- Execute ACT approval, design execution, branding, and store opening
- Coordinate showroom launch activities
Relationship Management
- Conduct weekly meetings with dealers, architects, interior designers, and plumbers
- Communicate new product launches
- Provide inputs for trade schemes and monitor performance
- Ensure high-quality servicing and complaint resolution
Efficient and Effective Dealer Operations
- Weekly showroom visits to ensure design/display standards
- Conduct weekly stock audits and ensure movement of slow-moving SKUs
- Train showroom staff on product features
- Escalate dealer issues for risk mitigation
Market Penetration
- Identify potential customers through influencers and share with ASMs
- Follow up on all dealer-generated leads
- Map Kohler products to customer requirements
- Execute promotional activities in time and with quality
Order Generation and Processing
- Submit quotations with technical and commercial details
- Support negotiations and coordinate between customers, dealers, and finance
- Accompany customers to sample checks
- Forecast PO to SCM and coordinate deliveries
- Handle order delays and initiate material reversals in case of issues
Skills and Knowledge:
- 57 years of sales management experience
- Strong communication, interpersonal, and presentation skills
- Self-driven, mature, and results-oriented
- Willingness to travel across assigned region
- MBA in Sales/Marketing preferred or graduate with relevant experience
