Territory Sales Manager

Territory Sales Manager & 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 Kohlers 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 Kohlers 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.

(ref : iimjobs.com)