Territory Sales Manager-Generalist

KOHLER India


Date: 1 week ago
City: Raipur, Chhattisgarh
Contract type: Full time
Introduction

At Kohler Co., we are a leading global manufacturer in the plumbing industry, known for our high-quality products, innovative designs, and commitment to customer satisfaction. We are currently seeking a highly motivated and experienced individual to join our team as a Territory Sales Manager-Generalist. In this role, you will be responsible for overseeing and driving sales activities within a particular geographical region. If you have a passion for sales, exceptional leadership skills, and a proven track record in achieving targets, then this opportunity could be perfect for you.

Job Purpose

This role exists to achieve pre-set sales and revenue targets and goals in coordination with dealers and to develop product and brand image amongst retail and project customers in the assigned area.

Roles & Responsibilities

  • Business Development and Sales - Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets.
  • Provide inputs to ASM to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts
  • Understand and effectively communicate Kohler’s value proposition to its dealers, influencers and end customers
  • Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their territories.
  • Business Planning – Support formulation of sales and business plans for the zone aligned to the overall regional sales plans.
  • Support the formulation of annual business plans for the area by providing territory related inputs
  • Cascade the sales forecast and budget for the area by weekly dealer – wise targets
  • Report and review achievement of dealer wise targets and budgets on a monthly / weekly basis
  • Market expansion – Strengthen the dealer network by developing new dealer in line with Kohler’s store expansion strategies.
  • Develop options for catchment areas within the territory that holds the potential for a Kohler outlet
  • Meet up with potential dealers and assess them in order to dealer prospects, further screen these prospects and finalize dealers
  • Execute the process of ACT approval, layout and design execution, branding activities and finally store opening
  • Coordinate and arrange activities for showroom opening – show & tell events, plumber visits, joint calls to specifiers etc.
  • Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.
  • Weekly meetings with dealers and architects in the assigned territories as per PJP to identify any new opportunities
  • Conduct weekly meets with architects, interior designers and plumbers in order to motivate them to recommend Kohler products
  • Coordinate the communication and presentation to the architects and dealers on new product launches
  • Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, discuss & monitor dealer performance during the scheme period
  • Drive high-quality servicing of customer relationships across the territory in terms of needs recognition, timely delivery and complaint redressal
  • Efficient and effective dealer operations – Monitor, guide and support dealers in order to help them achieve their targets.
  • In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.
  • Weekly stock audits with the dealers & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs
  • Conduct trainings for the showroom staff to ensure that they are adequately informed about new and existing Kohler products and their features
  • Escalate any issue or risk that the dealer may be facing and work with the sales team to develop strategies to mitigate the same
  • Market penetration – Generate new leads and interact directly with end customers to help build secondary sales.
  • Through influencers – architects, interior designers, identify potential customers and inform the same to the ASMs; also ensure that these leads are followed up
  • Follow up actions on all leads generated by the dealers
  • Understand requirements of major customers and map Kohler products
  • Timely execution of promotional activities in the territory
  • Execution of the plans/ activities, within time and quality requirements
  • Order generation and processing – Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the area.
  • Understand customer requirements and work on submitting both technical and commercial aspects of the quotations on time
  • Support the negotiations with major customers and with customers, dealers and internal finance teams in order to ensure final conversions
  • Accompany influencers or end customers in sample checks at dealer showrooms
  • Once the order has been approved, receive PO from the dealer and provide forecast to the SCM team
  • Receive PI if stock is available, else coordinate with SCM to arrange for those materials
  • Track the shipments with SCM and distribution warehouses and escalate any issues related to order delays
  • In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials

Skills And Knowledge

  • 5-7 years sales management experience.
  • Must possess strong communication, interpersonal and presentation skills.
  • Mature, self-driven and result oriented.
  • Must be willing to travel throughout the assigned region.
  • MBA – Sales / Marketing qualification preferred or graduate with atleast 5-7 years of experience.
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