Senior Manager - Sales - General Trade - Consumer Durable

FEMALE ONLY

1. Business Development and Sales :

- Plan and oversee the execution of the Pan India sales efforts, contributing to organizational revenue and growth targets 

- Identify and provide inputs to sales head on potential growth areas

- Formulate development of roadmap and strategic initiatives for pan India

- Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc.

2. Strategic sales planning :

- Support and implement strategic direction for effective key account management for Pan India 

- Support development of a roadmap and strategic initiatives to achieve the business targets from key accounts in the regions

- Define key account priorities for the regional sales team to achieve the sales expectations for Shower Enclosure

- Develop, articulate and effectively communicate Kohler's value proposition to its institutional customers

- Keep abreast on market information related to residential and hospitality development pan India in order to tap into new opportunities and take precautions where required

3. Business Planning :

- Formulate sales and business plans for all regions aligned to the overall sales plans 

- Formulate the annual business & operating plan for all regions in line with the overall annual business plan of Shower Enclosure and the company

- Develop pan India level sales forecast and budgets and cascade the same by dealers

- Accountable for the development of area and territory sales plans based on dealer last year performance & growth aspirations for current year

- Monitor and track achievement of targets and budgets on a monthly basis

- Review achievement of dealer wise target on a monthly and quarterly basis

4. Market expansion & Account Planning :

- Strengthen the dealer & key account network by developing new dealers and customers in line with Kohler's expansion strategies 

- Identify new catchment areas which holds the potential for a Kohler outlet

- Identify and shortlist dealer prospects, screen these prospects and finalize dealers

- Accountable for the process of ACT approval, layout and design execution, branding activities and finally store opening

- Participate in activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.

- Plan how to establish and maintain major account relationships (with both institutional clients and influencers) and meet sales targets

- Identifies potential high value customers and initiate contact with them through regional sales team

- Introduce concept, service and products to potential customers

5. Relationship Management :

- Drive excellent relationship management with dealers, accounts and influencers and ensure timely delivery and redressal of complaints 

- Plan how to establish and maintain relationships with major dealers, accounts and influencers

- Monthly meetings with dealers, accounts and architects across all regions to understand their needs with a view of future sales growth

- Plan and ensure implementation of periodic meets with architects, interior designers and plumbers

- Communicate and present to the architects and dealers any new product launches

- Plan and oversee implementation of trade schemes 

- Provide inputs to develop schemes that enable dealers to achieve their targets, brief the schemes to dealers, discuss & monitor their performance

- Drive high-quality servicing of customer relationships across the zone in terms of needs recognition, timely delivery and complaint redressal

6. Efficient and effective dealer operations :

- Monitor, guide and support dealers in order to help them achieve their targets 

- In monthly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.

- Audit the stock with every dealer at the beginning of the month & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs

- Ensure that showroom staff are adequately informed about Kohler products and their features through regular trainings, specific interventions for new product launches etc.

- Pro-actively seek to remedy any issue or risk that the dealer may be facing