executive i

External Job Description

Role Description

The position is that of frontline sales personnel who would primarily be responsible for growth and penetration of Floor coating products in project sales segments in defined geography through lead identification, co-ordination for site sampling, Lead conversion and co-ordination for product trainings to various stake holders like applicators, contractors and thereby achieving overall business objectives Key Performance Indicators Business objectives

Identify, index and review market potential for Floor coating products in Project Sales Geography and Key Accounts

Create a pipeline of projects Pvt and Govt for flooring products sales

Generate leads through direct project site visits and various stakeholders like Project Sales Officers, Applicators and Dealers

Commercial negotiations with decision makers to clinch orders

Focus on product mix and ensure product addition in Basic Order Quantity BOQ of the site Coordinate with supply chain to ensure timely delivery on site Ensuring timely collection of payments from distributor Technical Assistance

Provide technical assistance pre and post sales at the project sites related to Flooring products

Conduct on-site sampling through the applicators for flooring products to build customer confidence Market Development

Value Target for Flooring Products in Project Sales

Minimum product level value targets

Stakeholder level value targets

Product training plan compliance Identification of large new accounts / upcoming projects, followed by mapping of product needs and decision centers, and concluding with approvals and business generation

Tracking of competition and timely formulation and implementation of tactics to protect and expand market footprint

Detailed competition mapping and awareness of their progress on a site to site basis

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 support clients on practical application of Flooring 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 Role Requirements / Specifications Qualifications

BE / 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

ACM from NICMAR Pune/Goa/ Hyderabad, CPM from RICS Noida/Mumbai 1-2 Years experience for Level I and 2-5 Years experience for Level II preferable in Civil construction/Cement / chemicals company Techno-commercial roles, Projects Sales B2B Experience Preferred

Target companies are BASF, Sika, Fosroc, Cipy polyurethane, Ardex, Flowcrete

Only NICMAR and RICS pass outs can be recruited as freshers without experience Functional Competencies

Civil Construction knowledge

Product knowledge on construction chemicals and waterproofing/flooring products Behavioral Competencies