Territory Sales Manager-Retail

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 ManagerRetail. 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:

Business Development and Sales

• Provide inputs to ASM to support the development of strategic initiatives to achieve business targets from the territory key accounts
• Understand and effectively communicate Kohler's value proposition to dealers, influencers, and end customers
• Maintain awareness of market trends including customer preferences, competitive action, new product introductions

Business Planning

• Support the formulation of annual business plans by providing territory-related inputs
• Cascade the sales forecast and budget by weekly dealer-wise targets
• Report and review dealer-wise target achievements weekly/monthly

Market Expansion

• Identify catchment areas for potential Kohler outlets
• Assess and finalize dealer prospects
• Execute ACT approval, design execution, branding, and store opening
• Coordinate showroom launch activities

Relationship Management

• Conduct weekly meetings with dealers, architects, interior designers, and plumbers
• Communicate new product launches
• Provide inputs for trade schemes and monitor performance
• Ensure high-quality servicing and complaint resolution

Efficient and Effective Dealer Operations

• Weekly showroom visits to ensure design/display standards
• Conduct weekly stock audits and ensure movement of slow-moving SKUs
• Train showroom staff on product features
• Escalate dealer issues for risk mitigation

Market Penetration

• Identify potential customers through influencers and share with ASMs
• Follow up on all dealer-generated leads
• Map Kohler products to customer requirements
• Execute promotional activities in time and with quality

Order Generation and Processing

• Submit quotations with technical and commercial details
• Support negotiations and coordinate between customers, dealers, and finance
• Accompany customers to sample checks
• Forecast PO to SCM and coordinate deliveries
• Handle order delays and initiate material reversals in case of issues

Skills and Knowledge:

• 57 years of sales management experience
• Strong communication, interpersonal, and presentation skills
• Self-driven, mature, and results-oriented
• Willingness to travel across assigned region
• MBA in Sales/Marketing preferred or graduate with relevant experience