Opening as Area Sales Manager

Role & responsibilities

Role Purpose
• Responsible for sales value achievement & volumes for Industrial products in assigned areas in Projects & Industries.
• Responsible for capturing market insights and major initiative execution in the assigned geography
• Key Account Management
• Identifying & exploring Industries and opportunities in consultation of Technical Service team
• Accurate & constant feedback to the Management on market developments & competition
• Driving Initiatives as per dynamics of Industrial business in the assigned areas
• Expansion of Industrial clients, Distributor Addition, Contractors Connect for projects
• Manage and accelerate Team Performance and motivate to achieve desired targets. Key Responsibilities Sales Management Achieving assigned sales objectives & targets in terms of; - Overall Industrial sales Value - Product & Area Wise Sales - New/Focused Product Sales Driving and executing strategies (not restricted to schemes) to counter competition aggressively Ensuring distributors management as per distributors management policy Ensuring 100% schemes execution in consultation with zonal managers/NSM Driving and achieving sales target through his team Analyze Industrial market Data and achieve addition of more Industrial clients. Distributor & Distribution Management Ensuring distributor appointment in vacant territories with the help of Team Ensuring the addition of customers, developing existing customers in the assigned territories with the help of team Ensuring inventory at distributors as per company policy Ensuring100% receivables as per credit policy Responsible for process digitization i.e. DMS, Order management. Proactively monitor financially stressed customers and dealers and take corrective action with the help of seniors. Control the receivables (from Distributors and customers) and balance confirmations in line with our organization credit norms Key Account Management Hand holding key accounts of his territory / Area. Review of key accounts, the journey/growth of key accounts on monthly basis Capture leads in the CRM basis inputs received in the market. Convert leads into opportunities. Identify Key Accounts in the area, influencer network in key accounts and develop strategy to tap the business. Manage Key Accounts through Techno-commercial aptitude. Market Development Prepare Weekly & monthly report of sites funnel flow. Working closely with SOs/TSMs & Technical Services for achieving field marketing targets for users/influencers activation of key accounts Building relationship with end users and customers. Ensure execution to be visible to End users for right quality feedback. Customer/User Management Achievement of Dealer wise sales objectives vs plan and the achievement of secondary sales. Resolve sales queries & extend technical support to Dealers. Regularly review the dealer wise sales/ secondary sales data provided by Sales Coordinater on monthly basis and bust obstacles or escalate as required. Relationship building with Customer/User Handling Technical quires/complaints through technical service team Team Management Driving sales target of Team Discuss Organization performance need with all TSM/Sales Officers on regular intervals. Listen to Team Field Issues and guide based on technical and market experience. Uplift the morale of all team members and counsel for better performance and sales matrix achievement; appreciate the team for short wins. Create healthy sportsmanship competition among the team to drive desired performance. Driving Individual KPI along with his team KPI Other Business Initiatives Ensuring 100% execution of new product launches and providing post launch feedback to category/product managers Driving execution of regional business initiatives in the field Collecting, capturing & conveying feedback to HO team on all the aspects of the business including product quality, pricing, packaging, new product ideas, competition activities, schemes across channel, users, influences & field employees Feedback Mechanism Ensure to submit accurate and real time feedback on the new launched products to Product Specialist or Technical Team for further improvements and market inclination. Tracking of competition activity in Market and escalating to his L1 & HOD Job Specifications Qualification Graduate in any discipline. Post-graduation in management is preferred. Experience 08 to 12 years of experience, Min. 2 yrs. Industrial exposure is preferable Preferred Industries
• Building Materials
• Paints/ Chemicals Functional Competency
• Sales management, Distribution & Distributor management, Channel management
• Site Funnel Management, People management, Inventory management Behavioral Competency
• Communication, Leadership & Team building, Problem solving, Conflict management
• Emotional intelligence, Analytical abilities, Positive, self-motivated & selfstarter approach Crucial Job Role of ASM
• Sales numbers achievement is the prime accountability of this role holder and to track and maximize growth at every customer.
• Focus on Industrial Segment with bulk supplies. Target Market
• Industries, Manufacturing, Bangles, Handicraft, Paint brushes etc.
• Product Consumers

Preferred candidate profile