EXECUTIVE N - PROJECT SALES

Asian Paints Ltd; Andhra Pradesh; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Asian Paints Ltd. seeks an Area Sales Executive – Project Sales to drive project-oriented growth across India. You will lead planning, enable growth in key accounts, and upgrade applicator and contractor engagement with premium products.

You will build strong relationships with builders, architects and consultants while coordinating with Marketing, Retail and Supply Chain to ensure timely service and effective lead generation. Willingness to travel pan-India is essential.

Qualifications

• Essential MBA/PGDM in Sales and Marketing from a Tier II B-School.
• Minimum 50% marks throughout education with no backlogs; full-time degree.
• Experience in project sales or related B2B sales is desirable.

Responsibilities

• Conduct planning and analysis for all segments in Project Sales and prepare a growth plan for business development in each segment.
• Identify growth opportunities and drive initiatives to gain market share with focus on key accounts, segments, geographies and products.
• Design and run interventions to upgrade customers on usage of high-end premium products.
• Maintain strong customer relationships with builders, architects and consultants.
• Develop relationships with applicators, expanding the network and nurturing loyalty.
• Collaborate with Marketing, Retail, Supply Chain and Commercial teams to ensure lead generation and timely customer service.
• Integrate with Retail, Services and Commercial teams to manage leads, freight costs and dealer reconciliation.
• Oversee team growth and development; drive a culture of execution excellence.

Skills

MBA in Sales & Marketing

Negotiation skills

Analytical skills

Product knowledge

Innovative

Impactful communication

Lead people

Execution excellence

Education

MBA/PGDM in Sales and Marketing from Tier II B-School

Job description

Role Identifier

Job Title

Area Sales Executive – Project Sales

Department

Project Sales

Reporting to

Regional Manager – Project Sales

Area Manager – Project Sales

Grade

Executives/Executive (F/OF)

Jobs Reporting Into

None

Location / Unit

PAN India

Role Description

Job Purpose

The position is that of a frontline sales Manager who would primarily be responsible for driving sales in different segments of project sales and having a strong customer focus, ability to understand dynamics of secondary and primary sales and has the ability to nurture and manage the network and stakeholders thereby, achieving overall business objectives.

Primary Responsibilities

Business Responsibility Areas

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

Key Performance Indicators

Business objectives

- Conduct planning and analysis for all segments in Project Sales and prepare a growth plan for business development in each segment.

- Identify growth opportunities and drive initiatives to gain market share with a specific focus on identified key accounts, segments, geographies, and products.

- Design and run interventions to upgrade customers on usage of high-end premium products.

- Ensure strong customer focus with high priority to build and maintain business relations with key stakeholders like builders, architects, consultants, etc.

Applicator Engagement

- Develop relationships with and engage applicators using various tools available at his disposal like loyalty clubs, promotions, etc.

- Focus on Applicator business development by developing a strong understanding of the business of the applicators.

- Expand the number of applicators loyal to Asian Paints by constantly adding newer applicators and nurturing the old ones.

Market Development

- Improve market practices, with a view to providing superior customer experience, through various initiatives like contractor professionalization, promoting usage of automated tools etc.

- Actively liaison with marketing function via various activities like providing feedback, activations, actively tracking competition practices etc.

- Actively work towards improving customer experience via working on various service initiatives

Integrate

- Integrate with Retail, Services, and Commercial teams to ensure lead generation, timely customer service, freight cost within budget, and dealer account reconciliation.

- Analyze and estimate the stock requirement and integrate with Supply Chain to ensure timely material availability.

- Monitor the Input Utilization within the permissible limits.

Team Management

- Ensure growth and development of the immediate team.

- Productive utilization of manpower resources to drive business growth

- Overall Value target

- Value target - Segments, geographies or key accounts and product level

- Growth and Retention of a targeted set of applicators

Scope of Work

a) Financial Scope (Range of financial spend):

As per budget

b) People Management Scope (Range of no. of Direct/ Indirect Reports):

Project Sales Officers

Project Sales – Technologist

Indirect - DSR

c) Geography Coverage (Country-wide/ State-wide / Area-wide)

Based on scope

d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other):

Project Sales

Key Interactions

Internal

Marketing, R & T, Retail, Supply Chain, Commercial, HR and Services

External

Applicators, Contractors, Dealers, Architects, Consultants

Role Requirements / Specifications

Qualifications

Essential

- Applicant must possess MBA / PGDM in Sales and Marketing from Tier II B-School

- Minimum of 50% marks throughout the education without any backlogs

- Graduation and Post-Graduation must be through a full-time course

Previous Experience

Desired

- Not applicable

Functional Competencies

- Product Knowledge

- Analytical Skills

- Innovative

- Negotiation skills

Behavioral Competencies

- Impactful Communication

- Execution Excellence

- Lead people

Additional Requirements

- Applicant should be mobile pan India as the said role is transferrable in nature.

- Role involves extensive travelling to different project sites

Document Details

Written By

Durga Prasad Dutta / Ankita Vig

Date

17.06.2017

Validated By

Srinidhi Kalvapudi

Date

19.07.2017

Approved By

Date