Area Sales Manager - Kolkata

Role & responsibilities

1. Sales & Business Development:

   Sales & Marketing of all ACO Systems & Solutions

Under this activity you required to connect & build up strong relations with the following customer segments in their respective market regions & make sure ACO is the preferred choice with them.

• All relevant Consultants
• Architects
• Contracting Companies
• Potential Premium, A & B + class Builders
• End Clients
• Potential Business Associates Dealers / Distributors

Major Responsibility:

• Meeting set

  Sale Targets

  is the essence of this job role & is the major KPA

Other Responsibilities:

• Covering the region extensively for Leads generation of Potential Projects in the market.

  Benchmark is:

  Any Projects that crops up on the drawing board or on site should be in our Knowledge
• To contact these potential leads / customers to initiate a dialogue to understand the projects requirements in detail
• You will also be responsible to build up strong rapport with all the relevant stakeholders on the Project / in the Market which should build up ACO’s direct & strong connect in the market
• Getting the ACO products & solutions specified in these upcoming potential projects in the market region
• Necessary & close follow up with the relevant stakeholders in the Projects team / various segments viz. Client, Consultant, Contractor & other influencers, if any
• Submission & perusal of ACO Price proposals (direct or thru dealers, depending on case scenario). Here, it is mandatory to ensure that a larger chunk (min. 65%) of the set

  Sale Target

  is generated by AM (area) directly. Within the set guidelines, the said business, generated directly, may be routed via. Dealer but there must be a clear documentation about this in the CRM.
• Follow ups on all ongoing cases for Technical & Commercial negotiations
• Case follow-ups & Price negotiations
• Regular update of data in CRM
• Weekly Review meetings / calls with RM in regards to Sales, Orders booking, Orders pipe line & Payments collection
• Techno-Commercial Training - Dealer/Distributor Teams: On various items viz. Product orientation, Specifications process, and day-to-day business activities etc.
• Joint meetings with the local potential customers
• Handling of Customer queries/complaints & to coordinate for their addressal on the fastest note. Ideally, No complaint should get escalated to HO
• IMPORTANT: To maintain a strict follow up on payments collection from customers & Periodic General Ledger confirmations in line with the policies laid down by HO. To ensure NO Payment defaults by customers on any front
• Any other item, as may be implemented by the management time to time

1. Marketing & PR:

Under this head you are required to assist on all the marketing activities that are set by the HO from time to time:

• Sales / Marketing conferences
• Architects / Consultants meets
• IPA & IPPL meets & other events time to time
• Technical seminars
• Exhibitions, Road Shows etc.
• Other promotional activities like local advertisements – planning, execution & review
• To collect ‘Certificate of Appreciation’ from all major clients that will strengthen ACO’s reference list

1. Market Research:

   To execute all relevant activities for market information, competition movement etc. This will include getting technical information about competition products. Relevant data (Techno-commercial) on projects under perusal & the ones lost. Competition’s Samples procurement. Marketing collaterals being circulated by competition. Others, as may be needed by HO from time to time.

2. Co-Ordination with HO, Bangalore :

• Finance & Accounts: i) Based on periodic account statements for customers, to co- ordinate for outstanding payment collections on regular basis. ii) To ensure the submittal of various docs viz. – General Ledger Confirmations, acknowledgement of Invoices & Delivery Challans etc. Collection of PDC’s, LC docs, BG etc. as may be required
• Customer Support & Logistics: i) Obtain Price proposals for all your requirements / queries. For this, to ensure that every time a query is sent the details are sent in the Prescribed Enquiry Format only. ii) As and when required, to co-ordinate with Logistics dept. to ensure smooth material dispatches for Distributors/Customers + other activities like special material procurements & agreement procedures etc.
• Design & Estimation: i) To co-ordinate with Technical In charge for offering & freezing “Product Specifications” with Consultants, Clients & Projects Dgn. Teams etc. ii) To co-ordinate with CS for Price Proposals. iii) Assistance in tendering process & other related activities for large projects by distributors
• Tech. Department: (Product Installation / Project Execution): i) To coordinate with Technical In charge for completion of orders with quality Handling & Installation job. ii) To support & co-ordinate for Installation process thru Application engineers iii) To care for snag rectifications of past executed jobs, if any come up, at any point of time.
• Miscellaneous: Site visits / meetings, scheduling of business meetings during the visit of Directors & other personnel from ACO Bangalore / ACO Group worldwide