Territory Sales Manager - Retail

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 in the assigned territory

B. PRINCIPLE ACCOUNTABILITIES :

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

EXPECTED END RESULTS in MAJOR ACTIVITIES :

1. Business Development and Sales :

- Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets

- Provide inputs to ASM to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts

- Understand and effectively communicate Kohler's value proposition to its dealers, influencers and end customers

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

2. Business Planning :

- Support the formulation of area business plans aligned to the overall regional sales plans

- Support the formulation of annual business plans for the area by providing territory related inputs

- Cascade the sales forecast and budget for the area by weekly dealer - wise targets

- Report and review achievement of dealer wise targets and budgets on a monthly/weekly basis

3. Market expansion :

- Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies

- Develop options for catchment areas within the territory that holds the potential for a Kohler outlet

- Meet up with potential dealers and assess them in order to dealer prospects, further screen these prospects and finalize dealers

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

- Coordinate and arrange activities for showroom opening show & tell events, plumber visits, joint calls to specifiers etc.

4. Relationship Management :

- Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints

- Weekly meetings with dealers and architects in the assigned territories as per PJP to identify any new opportunities

- Conduct weekly meets with architects, interior designers, and plumbers in order to motivate them to recommend Kohler products

- Coordinate the communication and presentation to the architects and dealers on new product launches

- Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, discuss & monitor dealer performance during the scheme period

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

5. Efficient and effective dealer operations :

- Monitor, guide and support dealers in order to help them achieve their targets

- In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.

- Weekly stock audits with the dealers & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow-moving SKUs

- Conduct trainings for the showroom staff to ensure that they are adequately informed about new and existing Kohler products and their features

- Escalate any issue or risk that the dealer may be facing and work with the sales team to develop strategies to mitigate the same

6. 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 inform the same to the ASMs; also ensure that these leads are followed up

- Follow up actions on all leads generated by the dealers

- Understand the requirements of major customers and map Kohler products

- Timely execution of promotional activities in the territory

- Execution of the plans/ activities, within time and quality requirements

7. Order generation and processing :

- Accountable for quotation submission and order fulfillment to achieve the sales & revenue targets for the territory

- Understand customer requirements and work on submitting both technical and commercial aspects of the quotations on time

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

- Accompany influencers or end customers in sample checks at dealer showrooms

- Once the order has been approved, receive PO from the dealer and provide forecast to the SCM team

- Receive PI if stock is available, else coordinate with SCM to arrange for those materials

- Track the shipments with SCM and distribution warehouses and escalate any issues related to order delays

- In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials

C. KEY INTERACTIONS :

Who (internal/external) does this position interact with on a regular basis to perform this role? How often and for what purpose?

Internal External :

- Sales Director

- Regional Sales Manager

- Product Managers

- Market Communication Manager

- Showroom designers

- Customer service center

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

- Small builders

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

- End customers