JSW - Area Sales Manager - Decorative Paints

Area Sales Manager

Division: Decorative Sales (Retail)

Location: Ahmedabad

Reports to Regional Manager

No. of positions 1

No. of Reportees 2-3

Key Result Areas (Key Performance Indicators)

The incumbent will look at the entire area of developing sales function within his/her respective area & geography & will drive following key work deliverables:

- Being the face of the company for multiple stakeholders.

- Working closely with Contractors & Retailers to build JSW Paints brand from ground up.

- Maintaining constant pipeline of customers.

- Managing key dealers, Understanding of dealer behavior, Conversion of competition dealer, Growth at a dealer counter.

- Making Monthly plan: Territory wise, Dealer wise planning, Security Deposit planning, New dealer appointment plans, Predefined Journey Planning for Territory Leaders.

- Understanding of policies, schemes, incentives and overdue analysis.

- Understanding of forecasting process, Allocation of stock from RDC to CFA, Stock follow up, Maximization of stocks.

- Understanding of category-wise potential & growth opportunities: Category wise promotion planning, organization of customer meets, Grabbing market share.

- Identify business opportunities and provide consultation on solutions to painting requirements at project sites.

- Planning and strategizing for depot geography for short term (0-6 months) as well as long term (more than 1-2 years)

- Analyze area level data to identify gaps and drive necessary initiatives.

- Explore and open new clients to expand the overall sustainable sale potential in the area.

- Collect reliable information about business ecosystem/customer/area/competition for market mapping and sensitize the management.

- Gather information on competitor's activities in the region and act upon it for company's benefit.

- Prepare plan to achieve the assigned business objectives for the depot on a monthly level and work towards achievement of targets as per budget

- Implement project specific initiatives schemes.

- Track and provide effective and appropriate solution to the client's problem and ensure complete customer satisfaction within defined timelines.

- Ensure availability of material and services through co-ordination with other functions.

- Guiding and supporting the frontline team.

Candidate Profile

Educational & Work Experience : 3 to 6 years

- Experience in the areas of Retail Sales, Decorative Paints, Building Dealer & Contractor Network, Sales, Business Development, etc.

- Demonstrated experience and success in the Sales function with extensive network in required geography.

- Team handling experience (on-rolls employee).

Key Competencies/ Skills:

- Candidate to bring expertise across multiple industries, high energy and drive to build and grow the business in a highly competitive environment. The candidate should be extremely flexible in travelling across locations in his allotted territory.

- Highly developed facilitation skills.

- Strong influencing/consulting and collaboration skills that are required to nurture relationships, promote new ideas and achieve buy-in.

- Strong management skills.

- A sense of urgency and ability to see broad organizational view.

- Clear and concise verbal and written communication skills.