Sales Officer

Zoho; Anand; On-site; INR 350,000 - 550,000; Full time

Job summary

Zoho in Anand, Gujarat seeks a field sales leader to build and manage a distributor network in paints and coatings. You will identify and shortlist candidates, train distributor teams, and drive revenue growth through channel activities tailored to market needs.

The role requires strong stakeholder management, planning and execution in a competitive market, with willingness to relocate within India as needed.

Qualifications

• University degree with 2-4 years of sales experience in a manufacturing company.
• Experience handling professional distributors in Appliances, Lubricants, Construction industry or similar will be an advantage.
• Should have the ability to lead and train an indirect team.
• A strong demonstration of execution skills in previous roles will be an advantage.
• Ability to use Microsoft Office (Excel, PowerPoint and Word).
• Clear communication skills (written and verbal) and good interpersonal and influencing skills.
• Willing to relocate within the country will be an advantage.

Responsibilities

• Assist in Appointing Distributor Sales Reps (DSRs) and shortlist candidates.
• Train DSRs on company profile, product USP, discounts and promotions.
• Shadow market with DSE and build distributor teams aligned to market strategy.
• Maintain day-to-day contact with Distributor(s) to meet revenue and KPI targets.
• Weekly and monthly reviews of distributor performance and POST expansion.
• Coordinate with MDO and Painter Reps to identify painters and drive sell-in.
• Ensure offtake programs translate into sell-out and sell-in.

Skills

Sales

Team leadership

Training

MS Office

Communication skills

Willing to relocate

Education

University degree in relevant field

Job description

• Industry Paints / Coatings / Specialty Coatings
• Work Experience 1-3 years
• City Anand
• Country India

Job Description

Critical Accountabilities

MAJOR ACTIVITIES

OUTCOME

1. Assist in Appointing DistributorSales Reps (DSRs)

Short listcandidates by conducting a first round of interview to assess thepreparedness and fitness for the role. Create pipeline of such (keep theattrition of people in mind)

Focus on candidates with Paint orsimilar industry background

Understandlocation constraints of the candidate

2. Training and capability ofDistributor’s team

Train DSRson the following:

Briefing on Company profile

All Products – USP of Company Productsand Competitors

Discounts/Rebates/Promotions –Understanding and how to articulate and demonstrate the financial benefits tothe Dealer

POST policy – Benefits of a tintingmachine

Shadow market working with DSE

An alignedand competent distributor team with a reasonably good understanding of thepaint industry, defined market, competition, SSO requirements and Company objectives

Marketprofile

Brief on the SSO’s behavior, marketsize and Company share of the market allotted

AppraiseDistributor owner and manager

Company profile

Key terms of contract andimplications

Category of products

Terms of trade

Warehouse – Planogram/Stacking norms

Importance of off-take programmesenabling sell-out

Assist DSR to appoint B1 and B2 – mediumand large SSOs (ABC classification to be used until segmentation based onRetail Landscape is available)

POST expansion and productivity inthe defined geography as planned in the Distributors P&L sheet (5-yearrolling)

Propose to RSM/ASM on quarterly andannual tie-ups for Medium and Large SSOs to drive mix and loyalty

Build and maintain relationship with coresegmented SSOs – Platinum/Gold/Silver/Dulux Point

Productivity of assets – POST andEeden deployments

Deliversustainable distribution and POST expansion (measured as % invoiced everymonth) for the distributor territory

4. Business and process deliverables

Maintain day to day contact with the Distributor(s) in a professionalmanner to deliver revenue, volume, mix and other Sales KPI’s for thedistributor territory within set policies to support the achievement ofcompany’s goals and objectives by adhering to defined meeting/review norms.

Daily meeting and review of defined Dashboards(updated every day – Mandatory; the Dashboards must be in the line of sightof the Owner/Manager) – daily plan on SSOs covered, volume, revenue,collections, focus products/activities as applicable

Daily invoicing in DERP to reflectactual business

Weekly review of existing SSOperformance and new SSO appointments vs. plan to understand reasons forgrowth or lack of growth - help DSR to understand reasons for non-performingSSOs and develop plans/interventions to ensure growth

Weekly review of assortmentperformance for core segmented SSOs and POS SSOs

Weekly review of POST expansion vs.plan

Monthly review of DSR’s beat and suggestchanges modification if any to improve effectiveness/efficiency

Monthly review POST productivity vs.plan – invoicing of base + colourants – incremental

Monthly review of in-store offtakedrivers – Eeden and shop assistant programmes – improvement inrevenue/volume/mix of target SSOs

Review with SSOs (monthly cyclical)service levels, credit terms performance, accounts receivables performance,financial hygiene – regularity and clarity of statement of accounts, creditnotes, debit notes and record feedback with Distributor/Distributor Managerwith a copy to RSM/ASM

Ensure adherence to CRM usage by DSR,monthly cyclical surveys on SSO inventory and SSO hygiene (photographs)

Document all weekly and monthlyreviews with the Distributor, Distributor Manager and RSM/ASM

Deliver,revenue, volume and mix for the distributor territory as per plan and ensureadherence to defined processes and tools

5. Market activities

Address complaints and drive closure(excluding POST equipment) – As required

Competitor intelligence duly recordedin CRM – Monthly

Key Account relationship managementof Platinum, Gold, Silver and Dulux Point SSOs – Monthly

DSR route planning – Quarterly

Identify and help deployDifferentiated Value Propositions from the available menu for the country forcore segmented channel – Annual plan and Quarterly review

Review distributor service levels vs.key competition and record improvement areas if any with Distributor andRSM/ASM – Half yearly

Drive mix and loyalty building rebatesand promotions with core segmented channel – Quarterly/Annual plan and review

Key accountmanagement of core segmented channel and provide feedback to improveeffectiveness and efficiency of the distributor team

Assist MDO and Painter Reps toidentify and register painters; conduct painter shopmeets/training/Best-By-Test meets

Coordinate with MDO to ensure offtakereflects into sell-in

Assist MDO and Painter Rep team withpricing support from SSOs servicing Medium and Small projects

Ensure offtakeprogrammes for painters translate into sell-out and sell-in

Requirements

Skills and Knowledge

• University degree with 2-4 years of sales experience in a manufacturing company
• P rior sales experienceis mandatory and experience handling professional distributors in Appliances,Lubricants, Construction industry or similar will be an advantage
• Should have theability to lead and train an indirect team of people
• A strong demonstrationof execution skills in previous roles will be an advantage
• Ability to use MicrosoftOffice (Excel, PowerPoint and Word)
• Clear communicationskills (written and verbal communication skills) and good interpersonal andinfluencing skills
• Willing to relocatewithin the country will be an advantage