Architectural Regional Commercial Manager

Job title: Regional Commercial Manager

Department: Architectural Sales Marketing

Position reports to Head of Architectural Sales - India

Total Positions : 6 (Spread across Mumbai, Delhi & Bangalore)

Purpose

The Architectural Regional Commercial Manager is responsible for directing a team of Architectural Specification Managers focused for a specific geographic market. This position is responsible for driving specifications of Architectural Products whilst coordinating sales activities within that market, partnering with store operations management, and facilitating the growth of Product Range.

Principal Accountabilities

1. Ensures compliance in all commercial dealings. Is driven by integrity and ensures the same is maintained within the team.

2. Provides leadership to regional ASM's in support of Company vision, mission, values and objectives.

3. Manage the sales activities of Architectural Specification Managers (ASM) in the market, achieving sales plan and maintaining expenses set within budgetary guidelines.

4. Recruit, develop and motivate ASM's in a highly effective and collaborative manner.

5. Maintain appropriate pricing levels according to established procedures.

6. Lead and action commercials required for the region by liaising with relevant partners from the value chain.

7. Ensure all aspects of project commercialisation is met to ensure ASM's success and ultimately success of the region he/she is leading.

8. Analyze territory performance reports and develop strategic sales territory business plans.

9. Execute strategic market plans and monitor progress against territory sales goals.

10. Manage accounts receivable, customer credit and customer incentive programs per company guidelines.

11. Actively call on key accounts and assist ASM's as applicable.

12. Provide forecast to plant and management to insure effective demand fulfilment.Ensures all project details and forecast is maintained in CRM

13. Has to lead by example and be the CRM champion for the region.

14. Operates in a safe and environmentally conscious manner; provides customers with preferred service and preferred quality.

15. Maintains regional project tracking database in coordination with ASM.

16. Submit and update reports in CRM to management on a timely basis.

17. Recommends changes in products based on evaluation of results, competitive developments and special job requirements, encountered during activities in the field.

18. Anticipate market demand for product innovation and communicate to product managers and promote innovations to market based on product managers inputs.

19. Proactively communicate with Territory Sales Managers, Technical Advise Consultants and all other Sales parties in the region to maximize specified product opportunities.

20. Significant problem-solving situations include analyzing competitive products and market activities, recommending improvements and/or additions to products and marketing techniques and participating in complaint investigations involving major or new market customers.

21. Studies territorial and regional analysis of leading specifier elements and concentrates promotional efforts toward those controlling the decisions of the contractors. (In coordination with All India Technical Sales Manager).

Qualifications

Candidate should be full time Bachelor degree in Engineering with MBA in Marketing or Bachelor degree in Architecture with MBA. Marketing from Premier College.

Experience

The candidate should have 12- 18 years of experience in product Concept and specification selling in construction /Interior /Decorative product industries is essential.

Person Specification

Essential criteria

1. Must possess a high level of leadership acumen and the ability to think strategically and influence decisions at a high level.

2. Strong interpersonal, oral and written communication skills.

3. Customer service experience with the proven ability to resolve customer complaints.

4. Broad knowledge of the application and use of Glass and Processing preferred.

5. 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.

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

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

8. Ethical with strong integrity towards the organisation.

9. Age group of 35-40 years.

10. Good understanding of CRM