Area Head Sales

Bachelors of Technology- Civil Is mandatory.

Key Result Areas

KRA1 Designing Marketing Strategy

Stay updated with market trends and competitor activities, w.r.t price points, product offerings, for the territory directly assigned. Co-ordinate with team to understand market feedback, consumer insights and competitor activities across various zones
Analyse the market trends and provide inputs to Zonal Head

KRA2 Implementation of Marketing Activities

Ensure timely distribution of various collaterals, leaflet, technical brochure communication - as planned for the assigned areas
Liaison with R&D / Technical team to run pilots to present the benefits of using BPD products so as to encourage mention of BPD equivalent features in RFQs
Provide relevant inputs to the Category Managers for identifying marketing & promotional initiatives for Paint & Hardware channel. Implement promotional schemes and provide necessary support to team for implementation.
Ensure execution of outdoor medium advertisements as per the guidelines received by the Category Managers, distribution of various collaterals, leaflet, brochure communication & playing of films/AV, if any.
Ensure that all advertisement material (POP material, posters, danglers) are properly displayed with higher visibility.
Review the impact of promotional schemes at territory level and share insights to Zonal Head and respective Category Manager

KRA3 Sales Planning

Prepare sales forecast for the territory directly assigned. Co-ordinate with team for collating sales forecast. Consolidate the same and send to ZH Sales Provide market inputs to ZH Sales for preparing the Annual Business Plan for all the channels Propose the demand generation activities to be conducted by the Technical Team to ZH Sales. Assess the impact of such activities and provide feedback for improvement Support ZH Sales in designing the induction program for Retailers, to be executed by the distributors

KRA4 Sales Execution

Manage Lead end to end and ensure conversion of leads for the assigned areas Assist ZH Sales in evaluation of Distributor identified by checking if the identified Distributor has selling capabilities in respective channel Participate in suitable Events / Seminars hosting influencers and project heads and establish contacts with key decision makers in the assigned areas Ensure appropriate execution of the Retailer induction program by the distributors for the assigned territory Create awareness of BPD products through various activities in the market through Technical support, such as painter meets and counter meets Establish strong rapport and relations with key decision makers / influencers across the assigned areas . Share the benefits of using BPD products to generate leads Co-ordinate with Technical team and give tech presentations / demo / undertake sampling activities and seek feedback on the same Execute sales visits to distributors as per the defined plan and provide weekly update to ZH Sales pertaining to sales activities Spot the right tenders and seek approvals from ZH Sales for submission of the same. Monitor the inventory ageing at distributors & retailers for the assigned territoryand take necessary steps to minimise the same.

KRA5 Sales Execution

Attend pre-tender meeting along with Technical Team for making realistic commitments and providing technical details Prepare the Bid document / proposal while ensuring that the information being submitted is complete and accurate, along with necessary supporting documents and certificates, while meeting the tender requirements. Also to ensure timely submission of the bid/proposals and update the database. Provide contract document and security deposit to tender inviting authority if required. Take necessary initiatives to revive the poor performing distributors and retailers, in consultation with ZH Sales Seek ZH Sales and Head Products and customer Experience approval on the commitment as well as the pricing Create awareness of BPD products through sampling activities at project sites and site training programs, with the support from Technical Team for the assigned territory

KRA6 Customer Experience and Relationship Management

Respond to customer complaints in a timely manner. If required, visit sites to get the actual feel of complaint and ensure prompt resolution of complaints for the assigned areas by connecting with relevant stakeholders Periodically interact with the assigned customers, understanding their needs and building relationships with a view of future sales growth and long-term loyalty Analyse the critical / unique complaints. Track Application related complaints to closure in coordination with the technical team. Highlight Product related complaints to R&D team

KRA7 Commercial Management

Follow up with the customers for timely payment as per credit terms Ensure balance confirmation from customers is taken on a quarterly basis for the assigned areas Track revenue collection status and ensure timely receipt of payments for the assigned areas Seek approval from ZH Sales for increasing credit limit as per request received

KRA8 Risk Management

Ensure adherence to sales process & system requirements