Territory Sales Manager

Title: Job Description - Territory Sales Manager-Retail at Kohler Co.

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 Manager-Retail. 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:

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 ASM 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 dealers, influencers and end customers
• Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their territories
   

1. 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 territory related inputs

       Cascade the sales forecast and budget for the area by weekly dealer – wise targets

       Report and review achievement of dealer wise targets and budgets on a monthly / weekly basis

1. 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 a Kohler outlet

       Meet up with potential dealers and assess them in order to dealer prospects, further screen these prospects and finalize dealers

       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.
 

1. Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.

       Weekly meetings with dealers and architects in the assigned territories as per PJP to identify any new opportunities

       Conduct weekly meets with architects, interior designers and plumbers in order to motivate them to recommend Kohler products

       Coordinate the communication and presentation to the architects and dealers on new product launches

       Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, discuss & monitor dealer performance during the scheme period

       Drive high-quality servicing of customer relationships across the territory in terms of needs recognition, timely delivery and complaint redressal
 

1. Efficient and effective dealer operations – Monitor, guide and support dealers in order to help them achieve their targets.

       In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.

       Weekly stock audits with the dealers & 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 dealer may be facing and work with the sales team to develop strategies to mitigate the same
 

1. 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 ASMs; also ensure that these leads are followed up

       Follow up actions on all leads generated by the dealers

       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
 

1. 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, dealers and internal finance teams in order to ensure final conversions

       Accompany influencers or end customers in sample checks at dealer showrooms

       Once the order has been approved, receive PO from the dealer and provide forecast to the SCM team

       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:

• 3-7 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 atleast 5-6 years of experience.