BD Manager - B2B - Paints

Key Objectives/Principal Accountabilities

1. Deliver sales targets for the assigned geography and ensure the system for tracking the local institutional buyers (both local projects and local accounts) is implemented.

2. Build a database of architects and contractors to ensure the implementation of the promotional programs for this segment in order to improve the saliency of brands

3. To implement reporting and monitoring systems for tracking sales-force productivity and effectiveness of the Sales Process

4. To identify accounts which can be developed as Direct National Accounts, understand their needs and buying process and Implement the "key account" and “Customer Relationship Mgt." programs for them

5. Identifying new product site opportunities (Super WS,HPC), ensuring the training programs are delivered to the contractors in skilled application of the new products and ensure that sales targets are achieved for these products.

6. To ensure total compliance to the agreed pricing, credit ,channel policies and service level metrices.

Functional Responsibilities/Network

- Works closely with central projects marketing team and coordinates with Regional Commercial Manager, Regional Logistics Manager and Regional HR manager(for all HR functionalities)

Key Success Factors

1. Enhance Customer Experience – The incumbent needs to enhance the relationships with their customers by exploring innovative ways to meet their needs. They need to work hard to focus on the success of their customers and become their trusted partners

2. Drive Commercial Success - The incumbent needs to be driven to add value. They need to develop new and improved ways for achieving business success. They need to measure their achievements in financial terms e.g. budgets, cost, EVA.

3. Dare to Change – The incumbent needs to create an open and diverse climate in their team to encourage creativity. The incumbent needs to invite team members to share ideas and to always be on the lookout for ways to improve and innovate.

Functional Competencies

1. Business Acumen – Successful managers should have the knowledge of appropriate business practices and procedures. S/He should be able to allocate resources, plan procurement and oversee budgets and contracts to ensure fiscal stability of the organization. S/ He should also possess the knowledge of industry best practices and current trends and have in depth understanding of competitor’s strategy.

2. Functional Knowledge – Successful managers should have the knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems

3. Interpersonal Effectiveness –The incumbents should have top order negotiating skills in order to strike effective partnerships. The incumbent should create a climate in which people are motivated to perform, S/He empowers others, encourages direct and tough debate, and seeks feedback from others

4. Data Analysis – Successful managers have the knowledge of statistical theory and their applications. S/He should be able to monitor and collect research data to assess accuracy, validity, and integrity. The manager should be able to interpret and evaluate results, and create reports and/or presentations

Other skills

Education and Experience:

1. MBA from premier B school 2007-2008 batch

2. Necessary to have B2B selling experience with elements of managing key accounts and service driven relationships.

3. Paints market knowledge and understanding of painting process would be desirable.

Contact:- supriya@skillventory.com