Sales Specialist

POSITION: Sales Specialist - Architecture, North, Graphics

REPORTS TO: Commercial Manager - N&E and Segment Manager

LOCATION: Delhi/NCR

ABOUT THE ROLE:

Sales Specialist - Architecture  is responsible for developing & executing overall growth strategy for the defined region in architecture segment in consultation with the commercial lead  by implementing internal and external activities. Person will help to maximize share and sustainable business growth, in line with the agreed targets. Sales Manager strives to maximize customer satisfaction & create a differentiated brand value for Avery Dennison in architecture segment.  

YOUR RESPONSIBILITIES WILL INCLUDE:

Sales Management & Business Development: Roles and responsibilities

• Establish AD as the most trusted brand in the Architecture space.

• Leverage the AD architecture product portfolio as sun control & security window films, wall films, privacy films and other specialized products for new specifications & share gain.

• Expand in Commercial, Hospitality, Social Infra, Government, Residential & other adjacencies. 

• Craft and execute strategic sales plans to meet revenue targets and broaden market reach in the architectural sector by identifying new opportunities, establishing sales goals, and developing attainment strategies.

• Achieve the planned Topline & Gross Margin targets (in % as well as absolute terms) as per AOP for the designated geography and Architecture accounts.

• Candidate will manage distribution and drive revenue growth, overseeing performance of all distributors and resellers in the designated territory.

• Proactively identify, qualify, and pursue both conquest & retention sales opportunities in architecture segments.

Customer Responsiveness:

• Leads the implementation of the latest tools, processes to effectively drive Sales & Customer management. Example – SFDC & Sales Management.

• Should be able to build & maintain relationships with Architects, PMCs, Interior Designer, Converters, Corporates resellers of the territory and other stakeholders of the ecosystem while continuously working on growing the connection.

• Continuously explores opportunities for driving higher efficiency & output keeping the customer responsiveness goal in mind. Strives to conceptualize & implement new processes to meet this objective. 

• Customer Complaints: Ensures that all customer complaints are attended to & closed promptly in line with the defined target for the year. All internal actions are  taken to meet the complaint closure goal

Receivables Management: 

• Meet the Account Receivable Targets for the designated customers and in coordination with the finance team.

• Responsible for Quarterly reconciliation key customers account in association with the finance team.

• Minimize the risk of loss in business due to undue credit exposure.

Customer & Service Programs: 

• Leverages these programs to offer a differentiated value to customers and create new benchmarks on service offerings.

• Leads the implementation of customer programs like Technical Training Sessions, Portfolio Sessions workshops etc.

• Review mechanism with project Trackers & Customer Scorecard.

Competitive Environment & Market Intelligence: 

• Monitors the competitive landscape on a continual basis & devises competitor strategies proactively to protect & grow the company’s market share in the region.

• Ensures the internal organization is updated about the competitive environment dynamics & changes on a regular basis.

Sales Expenses Budgets & other Compliances:

• Ensures the sales plans are met within the agreed expense budget.

• Should be able to submit / project all promotional budgets for the territory/segment including Road Shows, Exhibition / events participation in line with the media plan of the business

Qualification : Science Graduate, MBA - preferred

• Min 8 years of work experience in the Architecture ecosystem preferably from industries viz. Graphics, glass, lighting, ACP, Laminate, Wall paper etc

• Knowledge of English, Hindi & regional languages is a must.

• Excellent verbal - written communication & interpersonal skills.

• 60-70% travel required in a month in respective zones as per business needs.

• Passionate about driving the segment in an aggressive manner & ability to convert opportunities.

• Self-motivated, adaptable & Self-starter with end to end ownership.