Executive I - Sales Engg - Flooring

External Job Description

Role Description 
The position is that of frontline sales personnel who would primarily be responsible for growth and penetration of Floor coating products in project sales segments in defined geography through lead identification, co-ordination for site sampling, Lead conversion and co-ordination for product trainings to various stake holders like applicators, contractors and thereby achieving overall business objectives

Key Performance Indicators

Business objectives
 Identify, index and review market potential for Floor coating products in Project Sales (Geography and Key Accounts)
 Create a pipeline of projects (Pvt and Govt) for flooring products sales.
 Generate leads through direct project site visits and various stakeholders like Project Sales Officers, Applicators and Dealers
 Commercial negotiations with decision makers to clinch orders.
 Focus on product mix and ensure product addition in Basic Order Quantity (BOQ) of the site  Coordinate with supply chain to ensure timely delivery on site.  Ensuring timely collection of payments from distributor.

Technical Assistance
 Provide technical assistance pre and post sales at the project sites related to Flooring products
 Conduct on-site sampling through the applicators for flooring products to build customer confidence

Market Development
 Value Target for Flooring Products in Project Sales
 Minimum product level value targets
 Stakeholder level value targets
 Product training plan compliance

 Identification of large new accounts / upcoming projects, followed by mapping of product needs and decision centers, and concluding with approvals and business generation
 Tracking of competition and timely formulation and implementation of tactics to protect and expand market footprint
 Detailed competition mapping and awareness of their progress on a site to site basis.
 Build long term relationship with the identified set of stakeholders through regular product training and on-site assistance
 Brief about products and systems with Specifiers and Consultants to generate business

Training
 Identify and support clients on practical application of Flooring products at regular intervals
 Coordinate with Marketing function to send out collaterals and relevant training material to the Applicators

Market Intelligence
 Assist Marketing function in conducting product trials and building inferences on APL product strength vis-à-vis products in the market
 Identify non-APL business stakeholders and take measures to convert to APL account through product demonstration initiatives
 Integrate with Research and Technology function for new product development based on feedback of product trends in the market

Role Requirements / Specifications Qualifications
 B.E / B. Tech (Civil) from Tier III/IV Engineering institutes;
 Other graduation qualifications to be considered only in cases where relevant experience is found suitable
 Minimum of 50% marks throughout education without any backlogs
 Graduation must be through a full time course
 ACM from NICMAR Pune/Goa/ Hyderabad, CPM from RICS Noida/Mumbai

 1-2 Years’ experience for Level I and 2-5 Years’ experience for Level II preferable in Civil construction/Cement / chemicals company (Techno-commercial roles), Projects Sales (B2B) Experience Preferred
 Target companies are BASF, Sika, Fosroc, Cipy polyurethane, Ardex, Flowcrete.
 Only NICMAR and RICS pass outs can be recruited as freshers without experience Functional Competencies
 Civil Construction knowledge
 Product knowledge on construction chemicals and waterproofing/flooring products Behavioral Competencies