Regional Sales Manager - Architecture/Electricals

Regional Sales Manager- South India

Purpose of Role :

- The focus of this role is to work with and promoting a design solution service to influencers - architects, specifiers, developers, project managers and designers, which leads to specification and securing of products to optimize sales and margin opportunities.

- The Role would also focus on managing retail sale of the region through distribution channel with the help channel partners.

Key Responsibilities :

- A Team handling role focused on Specifications & Channel Sales mainly to the high margin, premium products and global designs of the organization

- Proactive focus on identification of new opportunities by managing and building long term relationships with A & D community

- Develop strategies to increase sales volume for Specification & Project based business.

- Establish new launched high margin product in the market through specification with A&D community.

- Plan and organize architectural/Distributor meets to create influence of product and business/ Represent the organisation in Distributor/ A&D meets in the region.

- Meeting with Architects, Interior Designer, and Fabricators & Builders for specification of our product range.

- Manage and maintain a specification tracking & measurement mechanism and take steps necessary to follow specifications through to job completion

- Deliver accurate Quarterly/ Half yearly/annual forecasts & account plans.

- Responsible for coordinating with retail SCM team for order sales and delivery.

- Dimensions or scope of the position

- Revenue Sales Revenue of the Region

- Operating Budget (expenses, etc) To be provided

- Indirect Budget Marketing promotional activities

Direct Reports 7 to10

Key Relationships :

Internal : Director Sales

- Sales/SCM Teams

- Marketing Team

- Supply Chain

Purpose :

- Performance accountability

- Guidance and support

- Planning & Governance

- Team cooperation and collaboration

- Sales & customer support

- Alignment with national merchandising and promotional program

- Communicate market information that may influence purchasing decisions

- Ensure on time availability of the material / best service to customer

External :

- Specifier Customers, i.e. architects, designers, kitchen designers, interior designers, developers, distributors etc.

Purpose :

- Provide relevant technical, sample and project support to win specifications

- Manage sales flow of the region through retail demand planning

Authority Levels :

- Plan and execute sales plan for the region post approval from Director Sales

- Make own travel arrangements within company policies

- Expenses within operating limits.

- Provide prices and quotes for projects within agreed and defined limits

- Handle customer complaint and grievance & provide solutions

Business Context / Environment :

- Describe key business factors that impact the role.

- Work with in a competitive environment to manage both domestic and imported high margin product sales

Key Account abilities :

- Sales & Specification through marketing focused activity

- Assist to develop & implement marketing strategies and materials for the architectural and Specifier market.

- Establish and maintain project lead generation process.

- Develop and maintain an industry 'market intelligence' network.

- Manage and maintain a specification tracking & measurement mechanism and take steps necessary to follow specifications through to job completion.

- Establish sales plan of the region / revenue growth in term of margin and number/ Product mix .

- Maintain regular liaison with distribution network of the region for sales/ Service & collection related activities Ensure customer relationship management leads are taken through to opportunity.

- Identified projects and follow through CRM

- Participate in Architect / distributor key events and meets

- Plan and update project pipeline /Sales conversion ratio

- Revenue/Margin and sales growth (Sales plan achievement)

- Monthly MIS reports

- Industry Development and Product Knowledge

Promote and up skill product knowledge with customers through:

- Product presentations

- training sessions

- 'in house' promotions

- Architect / Designer events

- Participate in market surveys as required and provide regular feedback on color/product/design trends and the factors influencing the market/product areas of your responsibility. Continue to discover more effective ways of doing business

- Increase customer loyalty through products and service knowledge and building rapport.

- Respond to requests in comprehensive and timely manner.

- Relationship and Key Account Management Proactively develop and maintain an activity cycle with key account influencers.

- Build close relationships with the key people in the above audience, guided by 80/20 rule.

- Ensure target influencers are up-to-date with latest product, technical and marketing information. Completion of activity plan as highlighted by CRM report out.

- Ensure no product is specified out to competitors products

- Quarterly review of key influencers and ensure frequency and focus is increased and reflected in the CRM activity plan

Qualifications and Experience :

Experience :

- 12 + Years of Personal Selling experience including.

- Minimum 3 Years of Sales Representative experience and /or 3 years Specification Selling experience.

- Minimum 3 Years of Key Account or Business Development experience.

- Minimum 3 years recent Specification Selling experience.

Qualifications :

- MBA/ PGDBM - Sales and Marketing

- Design / Engineering qualification advantageous