Executive II - Sales Engineering

The position is that of frontline sales personnel who would primarily be responsible for growth and penetration of waterproofing products in project sales segments in defined geography through lead conversions and product trainings to various stakeholders like applicators, contractors and thereby achieving overall business objectives.

Business objectives:

• Identify, index and review market potential for waterproofing products in Project Sales (geography and key accounts)
• Generate leads through direct project site visits and various stakeholders like Project Sales Officers, Applicators and Dealers
• Conduct site inspection based on leads and make proposals including sampling to convert sites
• Focus on product mix and ensure product addition in Basic Order Quantity (BOQ) of the site

Technical Assistance:

• Provide technical assistance pre and post sales at the project sites related to waterproofing products
• Undertake on-site sampling for waterproofing products to build customer confidence

Market Development:

• Identify and engage with set of medium to large waterproofing applicators, consultants etc. for the purpose of market expansion and upgradation
• Build long term relationship with the identified set of stakeholders through regular product training and on-site assistance
• Brief about products and systems with Specifiers and Consultants to generate business

Training:

• Identify and train Project Sales Applicators on practical application of waterproofing products at regular intervals
• Coordinate with Marketing function to send out collaterals and relevant training material to the Applicators

Market Intelligence:

• Assist Marketing function in conducting product trials and building inferences on APL product strength vis-a-vis products in the market
• Identify non-APL business stakeholders and take measures to convert to APL account through product demonstration initiatives
• Integrate with Research and Technology function for new product development based on feedback of product trends in the market

Key Performance Indicators:

• Value target for waterproofing products in Project Sales
• Minimum product level value targets
• Stakeholder level value targets
• Product training plan compliance

Qualifications Essential:

• B.E / B. Tech (Civil) from Tier III/IV Engineering institutes

Previous Experience:

• 4 - 8 years' experience preferable in civil construction / chemicals company (techno-commercial roles), waterproofing experience preferred
• Civil construction knowledge
• Product knowledge on construction chemicals and waterproofing products

Behavioral Competencies: