Regional Sales & Specification Manager - Architectural Business - South

- 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/Distributer meets to create influence of product and business/ Represent Formica in Distributor/ A&D meets in the region.

- Meeting with Architects, Interior Designer, 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.

Key Accountabilities (what is to be achieved) Key Tasks

- 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 / distributer 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.

- 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