Executive N - Adhesives Sales

Role Identifier

Job Title

Territory Sales Officer – Focus Products

Department

Retail Sales

Reporting to

Area Manager – Focus Products

Grade

Sales Officers/Senior Officer

Jobs Reporting Into

None

Location / Unit

PAN India

The position is that of sales personnel who would primarily be responsible for driving sales of focus products through the distributor network for a given geographical area. Dedicated focus towards building and sustaining the distributor and sub dealer network is required. The channel is in the nascent stage as of now and needs to be developed so that it can act as the next growth driver for select categories. Nurture and manage stakeholders through focus on lead conversion, penetration of new and core products, integration with other verticals and stakeholder management thereby, achieving overall business objectives

Primary Responsibilities

Business Responsibility Areas

(Please detail out at least 8-10 responsibility areas)

Key Performance Indicators

Business objectives

• Conceptualize and execute the field marketing activities around the identified focus products with a view to increase adoption and depth of these products in the market


• To build a healthy distributor network for the region which will drive growth month on month


• To manage a large team of off roll employees to generate sales, develop the category and ensure customer satisfaction


• Support the sale of focused products by arranging shop meets, implementing schemes and ensuring timely settlement of schemes for stakeholders

•  Adopt critical sub dealers from various distributors and develop them


• To apply best practices of handling distributor network for the company

Demand Generation

• Work closely with the identified set of stakeholders like carpenters, masons to generate market for focus products

• Overall Value target


• Value target at product level


• Sales performance of Distributors and super stockists for region assigned


• Number of active sub dealers

Scope of Work

a) Financial Scope (Range of financial spend):

As per Budget

b) People Management Scope (Range of no. of Direct/ Indirect Reports):

Indirect - DSR in some locations

c) Geography Coverage (Country-wide/ State-wide / Area-wide)

Based on the scope

d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other):

Decorative Business Unit / Central Functions

Key Interactions

Internal

Marketing, Research and Technology, Retail Sales, Services and Supply Chain

External

Carpenters, masons, sub dealers, distributors

Role Requirements / Specifications

Qualifications

Essential

•  Graduate Degree in any stream (BA/B.Sc/B.Com/BBA/BBM/BMS)


• A minimum of 50% marks throughout education without any backlogs


• Graduation must be through a full time day course

Desired

•  Candidates with MBA/PGDM in Sales and Marketing

Previous Experience

Desired

• Experience in any role in Sales and Marketing


• Distributor handling

Functional Competencies

• Product knowledge


• Analytical skills

Behavioral Competencies

• Verbal and written communication


• Decision making and problem solving


• Negotiation Skills


• Planning and result orientation

Additional Requirements

• Role involves extensive travel in the region assigned


• Proficiency with MS – Office, MS – Excel is mandatory; Tally preferred