Location:
Vijayawada, AP, IN
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Areas of Work: Sales & Marketing
Job Id: 15354
Role Identifier
Job Title
Area Sales Executive – Project Sales
Department
Project Sales
Reporting to
Regional Manager – Project Sales
Area Manager – Project Sales
Grade
Executives/Executive (F/OF)
Jobs Reporting Into
None
Location / Unit
PAN India
Role Description
Job Purpose
The position is that of a frontline sales Manager who would primarily be responsible for driving sales in different segments of project sales and having a strong customer focus, ability to understand dynamics of secondary and primary sales and has the ability to nurture and manage the network and stakeholders thereby, achieving overall business objectives.
Primary Responsibilities
Business Responsibility Areas
(Please detail out at least 8-10 responsibility areas)
Key Performance Indicators
Business objectives
Conduct planning and analysis for all segments in Project Sales and prepare a growth plan for business development in each segment.
Identify growth opportunities and drive initiatives to gain market share with a specific focus on identified key accounts, segments, geographies, and products.
Design and run interventions to upgrade customers on usage of high-end premium products.
Ensure strong customer focus with high priority to build and maintain business relations with key stakeholders like builders, architects, consultants, etc.
Applicator Engagement
Develop relationships with and engage applicators using various tools available at his disposal like loyalty clubs, promotions, etc.
Focus on Applicator business development by developing a strong understanding of the business of the applicators.
Expand the number of applicators loyal to Asian Paints by constantly adding newer applicators and nurturing the old ones.
Market Development
Improve market practices, with a view to providing superior customer experience, through various initiatives like contractor professionalization, promoting usage of automated tools etc.
Actively liaison with marketing function via various activities like providing feedback, activations, actively tracking competition practices etc.
Actively work towards improving customer experience via working on various service initiatives
Integrate
Integrate with Retail, Services, and Commercial teams to ensure lead generation, timely customer service, freight cost within budget, and dealer account reconciliation.
Analyze and estimate the stock requirement and integrate with Supply Chain to ensure timely material availability.
Monitor the Input Utilization within the permissible limits.
Team Management
Ensure growth and development of the immediate team.
Productive utilization of manpower resources to drive business growth
Overall Value target
Value target - Segments, geographies or key accounts and product level
Growth and Retention of a targeted set of applicators
Scope of Work
a) Financial Scope (Range of financial spend):
As per budget
b) People Management Scope (Range of no. of Direct/ Indirect Reports):
Project Sales Officers
Project Sales – Technologist
Indirect - DSR
c) Geography Coverage (Country-wide/ State-wide / Area-wide)
Based on scope
d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other):
Project Sales
Key Interactions
Internal
Marketing, R & T, Retail, Supply Chain, Commercial, HR and Services
External
Applicators, Contractors, Dealers, Architects, Consultants
Role Requirements / Specifications
Qualifications
Essential
Applicant must possess MBA / PGDM in Sales and Marketing from Tier II B-School
Minimum of 50% marks throughout the education without any backlogs
Graduation and Post-Graduation must be through a full-time course
Previous Experience
Desired
Not applicable
Functional Competencies
Product Knowledge
Analytical Skills
Innovative
Negotiation skills
Behavioral Competencies
Impactful Communication
Execution Excellence
Lead people
Additional Requirements
Applicant should be mobile pan India as the said role is transferrable in nature.
Role involves extensive travelling to different project sites
Document Details
Written By
Durga Prasad Dutta / Ankita Vig
Date
17.06.2017
Validated By
Srinidhi Kalvapudi
Date
19.07.2017
Approved By
Date
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