Executive I

**Role Identifier**

**Job Title**
- Executive I/II Sales Engineering-WP**Department**
- Project Sales**Reporting to**
- Area Manager - Project Sales
(Waterproofing)**Grade**
- Sales Officers/Level I/II**Jobs Reporting Into**
- None**Location /**

**Unit**
- PAN India**Role Description**

**Job Purpose**
- 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 stake holders like applicators, contractors and thereby achieving overall business objectives**Primary Responsibilities**

**Business Responsibility Areas**

**(Please detail out at least 8-10 responsibility areas)**

**Key Performance Indicators**

**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
- Value Target for Waterproofing Products in Project Sales
- Minimum product level value targets
- Stakeholder level value targets
- Product training plan compliance
- Brief about products and systems with Specifiers and Consultants to generate business

**Training**
- 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-à-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

**Scope of Work**

**a) Financial Scope**
- (Range of financial spend):
- None**b) People Management**

**Scope **(Range of no. of Direct/ Indirect Reports):
- None**c) Geography Coverage**

**(Country-wide/ State
- wide / Area-wide)**
- Based on scope of work**d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-**

**function-wide / Other)**:

- Project Sales**Key Interactions**

**Internal**
- Marketing, Research and Technology, Project Sales, Services and Retail team**External**
- Dealers, Applicators, Contractors, Builders, Architects, Consultants, Engineers, Government agencies**Role Requirements / Specifications**

**Qualifications**
- Essential- B.E / B. Tech (Civil) from Tier III/IV Engineering institutes;
- Other graduation qualifications to be considered only in cases where relevant experience is found suitable
- Minimum of 50% marks throughout education without any backlogs
- Graduation must be through a full time course
- Desired- NA

**Previous Experience**
- Desired- 1-3 years’ experience preferable in Civil construction / chemicals company (Techno-commercial roles), Waterproofing experience
- preferred**Functional Competencies**
- Civil Construction knowledge
- Product knowledge on construction chemicals and waterproofing products

**Behavioral Competencies**
- Planning and result orientation
- Negotiation skills
- Communication skills
- verbal and written

**Additional Requirements**
- Role involves visiting project sites which requires extensive travelling
- Applicant should be mobile pan India as the said role is transferrable in nature.
- Proficiency with MS - Office, in particular MS - Excel is mandatory.
- Age to be less than 26 _(in case of fresher)_

**Document Details**

**Written By**
- Durga Prasad Dutta / Ankita Vig**Date**
- 22.05.2017**Validated By**
- Deepak Pandey**Date**
- 22.05.2017**Approved By**

**Date