TERRITORY SALES MANAGER- PROJECTS

1. Business Development and Sales -

• Provide inputs to State Head 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 influencers and end customers.
• Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their respective projects.
• Analyse and evaluate assigned territories regarding sales trends, key residential, commercial and hospitality projects and competition in order to protect existing sales and maximize future sales opportunities.

Business Planning -

• Support the formulation of annual business plans for the area by providing projects related inputs.
• Report and review achievement of project wise targets and budgets on a monthly / weekly basis
• Plan new launch project discussion and presentations
• Open quotes review and discussion.

Market expansion -

• Develop options for catchment areas within the territory that holds the potential for ongoing/future projects.
• Build strong relations and work closely with specifiers (architects, plumbers, interior designers) to influence project clients on order fulfilment.
• 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.
• Deep Dive on pipeline where 0 Billing has happened to ensure no lose project in future.

Relationship Management -

• Weekly meetings with developers and architects in the assigned projects as per PJP to identify any new opportunities.
• Conduct weekly meets with architects and interior designers in order to motivate them to recommend Kohler products.
• Coordinate the communication and presentation to the architects on new product launches
• Provide inputs to develop trade schemes that enable influencers to achieve their targets, execute these schemes, discuss & monitor influencer performance during the scheme period
• Drive high-quality servicing of influencer relationships across the projects in terms of needs recognition, timely delivery and complaint redressal
• Check on Budget of the customer and propose alternate products

5. Efficient and effective dealer operations -

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

Market penetration -

• Through influencers - architects, interior designers, identify potential customers and inform the same to the state heads; also ensure that these leads are followed up
• Follow up actions on all leads generated by the influencers
• 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

Order generation and processing -

• 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, developers and internal finance teams in order to ensure final conversions
• 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:

• 4-7 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 at least 5-6 years of experience.