Zonal Institutional Manager - Lucknow

Job Purpose:

To identify major accounts in the assigned zone and develop long-term trusting relationships with Key personnel in those accounts. To drive demand generation activities for meeting the defined sales targets across various products

KRA's:

Market Research:

• Prepare and maintain database of manufacturers in the zone who purchasing products from competitor or who are potential customers.
• Prepare and maintain database of large projects using paints supplied by competitor or who are potential customers.
• Maintain awareness of new tender released across the zone

Business Development:

• Participate in suitable Events / Seminars hosting large manufactures and project heads and establish contacts with key decision makers
• Establish contacts with influencers of large manufacturers and projects to generate sale through referral.

Sales Planning & Execution:

• Prepare forecast of Government and Project sale for the zone
• Prepare BD pipeline and track every stage of sales lifecycle (viz. introduction, presentation, enquiry, quotation, closure).
• Plan activities to drive government and project sales
• Allocate projects to the Area Relationship Manager for follow-up and tracking of project sales. Support them in final negotiations on annual rate contracts.
• Follow-up for sale closure. Provide referrals / testimonials, where required