Manager - Sales - Sanitary Ware

Sales Manager - Pan India Role based out of Gurgaon

A. 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 for Pan India. To fulfil customer demands related to bathroom solutions to selected key institutional accounts for Pan India with the end objective of growing the top line of Company.

B. PRINCIPLE ACCOUNTABILITIES

List the expected end results that must be achieved in order to fulfil your job purpose and the activities that help in achieving these results.

EXPECTED END RESULTS MAJOR ACTIVITIES

1. Business Development and Sales - Plan and oversee the execution of the Pan India sales efforts, contributing to organizational revenue and growth targets 

- Identify and provide inputs to sales head on potential growth areas

- Formulate development of roadmap and strategic initiatives for pan India

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

2. Strategic sales planning - Support and implement strategic direction for effective key account management for Pan India - Support development of a roadmap and strategic initiatives to achieve the business targets from key accounts in the regions

- Define key account priorities for the regional sales team to achieve the sales expectations for Shower Enclosure

- Develop, articulate and effectively communicate Company's value proposition to its institutional customers

- Keep abreast on market information related to residential and hospitality development pan India in order to tap into new opportunities and take precautions where required

3. Business Planning - Formulate sales and business plans for all regions aligned to the overall sales plans - Formulate the annual business & operating plan for all regions in line with the overall annual business plan of Shower Enclosure and the company

- Develop pan India 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

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

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

4. Market expansion & Account Planning- Strengthen the dealer & key account network by developing new dealers and customers in line with Company's expansion strategies - Identify new catchment areas which holds the potential for a Company 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

- Participate in activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.

- Plan how to establish and maintain major account relationships (with both institutional clients and influencers) and meet sales targets

- Identifies potential high value customers and initiate contact with them through regional sales team

- Introduce concept, service and products to potential customers

5. Relationship Management - Drive excellent relationship management with dealers, accounts and influencers and ensure timely delivery and redressal of complaints - Plan how to establish and maintain relationships with major dealers, accounts and influencers

- Monthly meetings with dealers, accounts and architects across all regions 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

- Drive high-quality servicing of customer relationships across the zone in terms of needs recognition, timely delivery and complaint redressal

6. Efficient and effective dealer operations - Monitor, guide and support dealers in order to help them achieve their targets - In monthly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.

- Audit the stock with every dealer at the beginning of the month & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs

- Ensure that showroom staff are adequately informed about Company products and their features through regular trainings, specific interventions for new product launches etc.

- Pro-actively seek to remedy any issue or risk that the dealer may be facing

7. Market penetration - Generate new leads and interact directly with end customers to help build secondary sales - Through influencers - architects, interior designers, identify potential customers and ensure that these leads are followed up by the sales team

- Ensure necessarily follow up actions on major leads generated by the dealers through regional teams

- Understand requirements of major customers and map Company products as well as ensure that efficient after sales services are provided

- Provide inputs to the HO team to ensure formation of robust intervention plans through regional teams

- Ensure quality execution of the plans/ activities, through the regional team

8. Order generation and processing - Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets - Understand customer requirements and oversee the process of quotation submissions to major customers

- Lead the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions

- Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders

9. Team Management & People development - Ensure the development, guidance and motivation of subordinates so as to ensure superior performance and employee satisfaction thereby achieving regional objectives - Drive the goal setting and review process for subordinates and employees within the regions

- Identify training needs for subordinates and ensure the execution of the required training programs in a timely manner

- Carry out performance assessments and provide feedback to subordinates with a view of improving performance

C. KEY INTERACTIONS : 

Internal External :

- Functional Director

- Regional Sales Team

- Product Managers

- Market Communication Manager

- Showroom designers

- Customer service centre

- Legal, IT, Finance, SCM HR and other support function - Dealers

- Small builders

- Influencers (architects, interior designers, plumbers, general contractors)

- End customers

D. DIMENSIONS: 

E. SKILLS AND KNOWLEDGE: 

EDUCATIONAL QUALIFICATIONS : 

- Qualified MBA with Engineering degree is preferred

RELEVANT EXPERIENCE : 9 to 11 years of relevant experience (Retail and Projects both)