Asian Paints - National Head - Sales - IIM/MDI/ISB

About the Company and the business

Asian Paints PPG Pvt. Ltd. (or APPPG) is a 50 : 50 joint venture between Asian Paints Limited and PPG Industries, USA (the world's largest coatings company). Today, APPPG is a fast growing and leading player in the non - automotive Industrial Paints market in India. The company has four business lines - Protective Coatings, Powder Coatings, Road Marking Coatings, and Floor Coatings. For more information, check out www.asianpaintsppg.com

Details of the Role :

- Designation: National Head - Sales

- Level: L2

- Reports To: General Manager - Sales & Marketing

- Direct Reports: 5- 7 Zonal / Regional Sales Managers

- Indirect Reports: 20- 30 Sales, Technical Services, Sales Support Executives

- Based at: Goregaon, Mumbai

- Territory: Pan India

Responsibilities:

- Sales and sales administration for the entire country for Segment Sales for Protective Coatings. In this business line, the company has a major presence in business sectors like Pre-Engineered Buildings, Maintenance & Repair, Power, Infrastructure, Oil & Gas, OEM etc. and plans to enhance presence in segments like Pipeline, Agricultural and Construction Equipment, Defence, Railways etc.

- Achievement of revenue and margin target at the national and zonal level as well as for different products in partnership with Business Development team

- Accountability for direct and indirect reports in Sales and Technical Services roles

- Achievement of consistent growth in market share as per plan

- Effective customer relationship management, with special focus on designated key accounts, through best - in - class customer servicing

- Effective resolution of customer complaints, in partnership with Supply Chain and Technology

- Effective design and market-related inputs to Technology for initiatives in areas like product portfolio management, new product development, joint value creation etc.

- Identification of large new accounts / upcoming projects, followed by mapping of product needs and decision centers, and concluding with approvals as well as business generation

- Supervision of zonal/regional team to ensure achievement of plans in the area of Account Receivables

- Strategy and plans formulation followed by regular business performance reviews

- Tracking of competition and timely implementation of plans to protect and expand market share

- Supervision of inventory management at different depots across the country

- Ensuring flow of timely sales forecasting inputs to Supply Chain

- Contributions in the areas of leadership development, employee engagement, organization development, and capacity building as part of the company's leadership team

- Pre-requisites -

- Preferred - single region / multi region / national sales leadership experience in construction chemicals / paints / coatings / adhesives to industrial / manufacturing sector customers

- Experience of leading a sales team for a minimum of 4-5 years

- Experience of leading sales for a large geography for a minimum of 3-4 years

- Minimum education level - Graduation in any stream with preference for B. Sc. (Chemistry) and / or Chemical Engineering and / or MBA (or equivalent course)

- Strong analytical skills coupled with the ability to work with multiple stakeholders