Kohler - Zonal Sales Manager

Osition Title : Zonal Sales Manager (Zsm)

Grade Level : Manager

Division : Sales

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 zone.

Job Accountabilities :

Business Development and Sales :

- Identify and provide inputs to regional sales head on potential growth areas in the zone

- Formulate development of roadmap and strategic initiatives for the assigned zone

- Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their zone

Business Planning :

- Formulate the annual business & operating plan for the zone in line with the overall annual retail business plan of the region and the company.

- Ensure alignment of strategic focus with zonal KAM team

- Develop zonal level sales forecast and budgets and cascade the same by dealers

- Accountable for the development of area and territory sales plans based on dealer last year performance & growth aspirations for current year

- Communicate the targets to dealers.

- Monitor and track achievement of targets and budgets on a monthly basis

- Review achievement of dealer wise target on a monthly and quarterly basis

Market expansion :

- Identify new catchment areas within the zone holds the potential for a Kohler outlet

- Identify and shortlist dealer prospects, screen these prospects and finalize dealers

- Accountable for the process of ACT approval, layout and design execution, branding activities and finally store opening

Relationship Management :

- Plan how to establish and maintain relationships with major dealers and influencers

- Monthly meetings with dealers and architects across the zone to understand their needs with a view of future sales growth

- Plan and ensure implementation of periodic meets with architects, interior designers and plumbers

- Communicate and present to the architects and dealers any new product launches

- Plan and oversee implementation of trade schemes - provide inputs to develop schemes that enable dealers to achieve their targets, brief the schemes to dealers, discuss & monitor their performance