Territory Sales and Service Executive - Paint Industry

This is a role clarification document. It presents essential details about the role: eg. key accountabilities, reporting structure, expected functional and behavioural competencies etc. The objective of this document is to provide the reader an insight into the various facets of this role.

The purpose of this role, as the face of the company, is to act as an interface between the company and the customers (bodyshop/dealers) and to engage in customer business development and relationship management. This role is responsible for meeting sales targets (volume and value based) in a defined territory and managing receivables.

Principal Job Responsibilities :

- Meet sales targets for paint products (value/volume based)

- Meet sales targets for adjacencies (value/volume based)

- Micro sales planning and sales forecasting

- Make timely collections and ensure account reconciliation

- Raise credit notes

- Gather market intelligence for competition tracking

- Win new bodyshops and dealers

- Retain existing customers (bodyshops/dealers),

- Engage in network expansion and channel management

- Implement marketing initiatives

- Engage in demand generation activities/ promotional activities (e.g. painter meets)

- Identify new business opportunities and generate leads for the company

- Ensure timely delivery of products/services to customers (dealers/bodyshops)

- Ensure dealers benefit from various schemes

- Provide technical services to customers with assistance from the trainers

- Ensure speedy resolution of technical issues faced by customers (eg. troubleshooting by external field force)

- Routine MIS activities (Complete expense reports, sales reports, or other paperwork)

Key Performance Indicators :

- Achievement of Sales Targets

- Achievement of Collection Performance Targets

- Channel Retention & Expansion for Brands

- Bodyshop Retention & Gains

- Overhead Expenditure vs. Budgets

Behavioural Competencies :

- Should be a skilled communicator and have good interpersonal skills

- Should have executive presence

- Should be result oriented

- Should be self-motivated and have a sense of ownership

- Should have an analytical bent of mind

- Should be able to work in teams

- Should display learning agility

- Should value and practice integrity, customer centricity and innovation

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