Area Sales Manager

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

• Plan and oversee zonal sales efforts to meet revenue and growth targets
• Identify potential growth areas and provide input to zonal manager
• Formulate roadmap and strategic initiatives
• Stay updated on market trends, customer preferences, competition, and product launches

Business Planning

• Support sales and business plans formulation aligned to regional sales
• Provide area-specific inputs for annual business plans
• Ensure strategic focus with area KAM team
• Develop sales forecast and budgets by dealer
• Communicate targets to dealers
• Monitor monthly and quarterly achievement

Market Expansion

• Strengthen dealer network per store expansion strategy
• Identify new catchment areas and onboard new dealers
• Manage ACT approval, layout, branding, and store opening
• Lead showroom opening activities

Relationship Management

• Maintain strong dealer and influencer relationships
• Conduct monthly dealer/architect meetings
• Weekly meets with architects, designers, plumbers
• Present new product launches
• Develop and execute trade schemes
• Ensure timely delivery and complaint resolution

Efficient and Effective Dealer Operations

• Inspect showrooms for display, design, and product visibility
• Audit dealer stock and manage inventory
• Train showroom staff on product knowledge
• Escalate dealer issues and coordinate mitigation strategies

Market Penetration

• Generate leads via influencers and support secondary sales
• Follow up on major leads
• Map customer needs to Kohler products
• Execute promotional activities and feedback to HO
• Ensure execution of plans through area team

Order Generation and Processing

• Understand customer needs and manage quotation submissions
• Support major negotiations and coordinate with finance
• Accompany customers for sample checks
• Track order process to ensure timely delivery
• Coordinate with SCM/warehouse to avoid delays

Team Management and People Development

• Identify TSM training needs and ensure timely execution
• Provide input for performance assessments and improvement

Skills and Knowledge

• 36 years sales experience in sanitaryware/building materials trade
• Distribution network knowledge preferred
• Strong communication, interpersonal, and presentation skills
• Self-driven and result oriented
• Willingness to travel frequently
• MBA in Sales/Marketing or Graduate with 56 years of experience