Segment Manager - Specialty Products

Position: Segment Manager - Specialty Products (Individual Contributor Role-Pan India)

Location: Delhi

Reporting to: Head - National Sales - India

Criteria:

- B.E/B.Tech with MBA Marketing with 16+ years of experience in Concept, Product Sales and Marketing exposure in construction /Interior /Decorative product industries is essential.

- Must have experience in Value Based Selling (Premier Product Range)

- Candidate should be comfortable to work in Flat Organisation.

- Ready to travel for almost 50% in a month.

- Ready to work at National (All India) level.

Job Purpose

To develop the sales concept for the new products and decide on strategic plan based on market requirement for selling the specialty products. To drive regional teams on commercial conversion, product specification and developing entire value chain to create long term value in the specialty products vertical of the business.

Team - Management, Leadership & advance our Culture

- Evaluate and select the appropriate talent and level of talent to advance our desired culture and profitably

- Ensure employees connect with how they drive value for the company; identify talent gaps that are obstacles to superior results and coach employees.

- Understand, develop, apply, and coach employees on our culture

- Identify Compliance risks and develop gap closure plans to address risks while implementing a systematic approach to maintaining compliance.

- Resolve customer complaints/issues (internal and external); using them as an opportunity to understand the true root cause and develop a plan to resolve the root cause.

- Drive innovation and continuous improvement in the specialty products vertical

Capability:

- Lead value selling strategies and ensure the strategic plan is implemented as decided.

- Identify new product/application opportunities for Company.

- Create strong connectivity with every stakeholder like interior contractor, architects, interior designer in the value chain to drive speciality products in the market.

- Educating the dealers, distributors and channel networks on speciality products.

- To decide on competitive pricing and quoting for new construction projects either independently or through the construction contractors

- To participate in different forums and educate the different forums about our speciality products and technology

- Reporting on monthly basis about the status of implementation of strategic plan as well as sales plan. Analysis of failures and developing time bound improvement/action plan.

- Forecasting the market development and giving the feedback on regular basis.

- Effectively handling of customer complaints without affecting the brand image.

- Meet the major customers on regular basis and understand their upcoming requirements.

Person Specification - Essential criteria

- Experience in an influential sales role including all aspect of the sales cycle; prospecting of new clients, networking within industries, selling to specification and multiple steps sales processes.

- Demonstrated knowledge and success within the specifying process from inception to completion and how to affect the multiple-step sales process to drive revenue.

- Proven proactive and consistent approach to lead generation and account management throughout the lifecycle of account acquisition, sales processes and over all relationship maintenance.

- A strong and influential presenter in front of large groups. Ability to present at all levels of an organization in various communication modes.

- A strong strategic thinker/planner who is capable of analyzing and continually improving a multi-step and multi-strategy sales model.

- Demonstrated ability to identify and understand market, client and stakeholder needs in order to develop or better position the company resources to meet those needs.

- Ethical with strong integrity towards the organisation.

Responsibilities:

People:

- Organization effectiveness (Right virtue and talent, right people in the right roles)

- Refined RR&E's (Roles, Responsibilities and Expectations)

- Key positions - Succession Planning

Culture:

- Cultural alignment

- Vision to support / align to sub-region vision

- Implementation of 5D framework for the capability

- Implementation of Risk Management System

Commercial Excellence:

Value Selling

Customer Relationship Management

Asset Optimization

Capacity Management