Title: Job Description - Territory Sales Manager at Kohler Co. Introduction: At Kohler Co., we are a leading global manufacturer in the plumbing industry, known for our high-quality products, innovative designs, and commitment to customer satisfaction. We are currently seeking a highly motivated and experienced individual to join our team as a Territory Sales Manager. In this role, you will be responsible for overseeing and driving sales activities within a particular geographical region. If you have a passion for sales, exceptional leadership skills, and a proven track record in achieving targets, then this opportunity could be perfect for you. Job Purpose: This role exists to achieve pre-set sales and revenue targets and goals in coordination with dealers and to develop product and brand image amongst retail customers in the assigned area. Roles & Responsibilities: 1. Business Development and Sales - Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets. - Provide inputs to ASM to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts - Understand and effectively communicate Kohler's value proposition to its dealers, influencers and end customers - Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their territories 2. Business Planning - Support formulation of sales and business plans for the zone aligned to the overall regional sales plans. - Support the formulation of annual business plans for the area by providing territory related inputs - Cascade the sales forecast and budget for the area by weekly dealer - wise targets - Report and review achievement of dealer wise targets and budgets on a monthly / weekly basis 3. Market expansion - Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies. - Develop options for catchment areas within the territory that holds the potential for a Kohler outlet - Meet up with potential dealers and assess them in order to dealer prospects, further screen these prospects and finalize dealers - Execute the process of ACT approval, layout and design execution, branding activities and finally store opening - Coordinate and arrange activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc. 4. Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints. - Weekly meetings with dealers and architects in the assigned territories as per PJP to identify any new opportunities - Conduct weekly meets with architects, interior designers and plumbers in order to motivate them to recommend Kohler products - Coordinate the communication and presentation to the architects and dealers on new product launches - Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, discuss & monitor dealer performance during the scheme period - Drive high-quality servicing of customer relationships across the territory in terms of needs recognition, timely delivery and complaint redressal 5. Efficient and effective dealer operations - Monitor, guide and support dealers in order to help them achieve their targets. - In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc. - Weekly stock audits with the dealers & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs - Conduct trainings for the showroom staff to ensure that they are adequately informed about new and existing Kohler products and their features - Escalate any issue or risk that the dealer may be facing and work with the sales team to develop strategies to mitigate the same 6. Market penetration - Generate new leads and interact directly with end customers to help build secondary sales. - Through influencers - architects, interior designers, identify potential customers and inform the same to the ASMs; also ensure that these leads are followed up - Follow up actions on all leads generated by the dealers - Understand requirements of major customers and map Kohler products - Timely execution of promotional activities in the territory - Execution of the plans/ activities, within time and quality requirements 7. Order generation and processing - Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the area. - Understand customer requirements and work on submitting both technical and commercial aspects of the quotations on time - Support the negotiations with major customers and with customers, dealers and internal finance teams in order to ensure final conversions - Accompany influencers or end customers in sample checks at dealer showrooms - Once the order has been approved, receive PO from the dealer and provide forecast to the SCM team - Receive PI if stock is available, else coordinate with SCM to arrange for those materials - Track the shipments with SCM and distribution warehouses and escalate any issues related to order delays - In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials Skills and Knowledge: - 3-7 years sales management experience. - Must possess strong communication, interpersonal and presentation skills. - Mature, self-driven and result oriented. - Must be willing to travel throughout the assigned region. - MBA - Sales / Marketing qualification preferred or graduate with atleast 5-6 years of experience.

Others

Kohler - Territory Sales Manager - Retail 

Kohler - Territory Sales Manager - Retail  ,Job Description for Kohler - Territory Sales Manager - Retail  in Kohler India in  Others for (3-7) years of experience. Apply Now!

Job Description for Kohler - Territory Sales Manager - Retail  in Kohler India in  Others for (3-7) years of experience. Apply Now!