ICA Pidilite - Area Sales Manager

JOB DESCRIPTION:

Sales Management:

a. Ensure achievement of sales objective (volume/value, Customer wise (FM & Turnkey Contractors) Key & Rest account-centric approach

I. Deliver growth numbers as per defined customer category basis potential

II. SO, productivity - Ensure SO productivity as per norms defined for the category

b. Identify new potential/large competition accounts to increase market share & plan for effective & sustainable conversion.

c. Continuously identify gaps in existing accounts and provide solutions after doing RCA.

d. Create range-selling objectives for each SO and ensure achievement of the same.

Distributor Management:

a. Actively participate in the selection and appointment of the Distributor as per the policy

b. Ensure that Distributor services the market with regards to the service norms and settlement of CN/schemes to customers on time as per the company policy

Customer Management:

a. Monitor and track account wise/month wise business on monthly basis.

b. Relationship building with key influencers in decision making

Market Development:

a. Execution of training objectives with the help of Technical Team.

b. Maintain closely connect with all the Key customers in the Branch.

c. Implementation of new product launch modules, focus products, young products jointly with RSM

Team Management:

a. Ensure no SO gaps. If any, to be filled in within stipulated time with help of HR

b. Training and induction of SO as per the laid down modules

c. Ensure technical capability/skill building of employees in the team.

Sales Operations - Team Management -

a. Ownership in executing the sales operations parameters via

I. Workozy

II. Scoreboard.

Key Skill sets:

1. Business Acumen

2. Good Communication Skills

3. Data Analytical Skills

4. Team Handling