Project Sales- Bhubaneshwar

Asian Paints; Khordha; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Asian Paints seeks a frontline Sales Manager for Project Sales to drive growth across segments with a strong customer focus. You will understand primary and secondary sales dynamics and nurture networks with builders, architects and applicators to achieve business objectives.

Role involves extensive travel pan India, coordinating with Marketing, Supply Chain and Commercial teams to ensure timely service and market development while upgrading customers to premium product usage.

Qualifications

• MBA/PGDM in Sales and Marketing from Tier II B-School.
• 75% marks or more across education with no backlogs.
• Full-time Graduation and Post-Graduation through a full-time course.

Responsibilities

• Drive sales in Project Sales across segments with a strong customer focus.
• Identify growth opportunities and initiatives to gain market share in identified accounts and geographies.
• Upgrade customers on high-end premium products and maintain key stakeholder relationships.
• Engage applicators, contractors, dealers, architects and consultants to expand network.
• Collaborate with Marketing, R&T, Retail, Supply Chain, Commercial and HR to deliver service and growth.

Skills

Negotiation

Analytical skills

Communication

Education

MBA/PGDM in Sales and Marketing

Job description

Role & responsibilities

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 growth plan for business development in each segment
• Identify growth opportunities and drive initiatives to gain market share with 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 club, 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 immediate team
• Productive utilization of manpower resources to drive business growths

• Overall Value target
• Value target - Segments, geographies or key accounts and product level
• Growth and Retention of 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

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

Preferred candidate profile