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Key Account Head

Key Account Head

ConfidentialErode
20 days ago
Job description

Team Management & Training :

  • Hire and train Distributor Sales Representatives (DSRs).
  • Provide in-depth training on product knowledge, sales strategies, discounts, promotions, and CRM usage.
  • Build and enhance the capability of the distributor team to meet business goals.

Sales & Market Strategy Execution :

  • Drive sales revenue, volume, and mix in line with company objectives.
  • Ensure effective deployment of product assortments and POST (Point-of-Sale) placement in target markets.
  • Develop and manage relationships with key distributors and SSO (Self-Service Outlets), particularly Platinum, Gold, and Silver SSOs.

    • Distributor & Channel Management :

  • Collaborate with distributors to expand reach and maintain consistent sales performance.
  • Ensure adherence to Standard Operating Procedures (SOPs) for daily and weekly routines, invoicing, and market activities.
  • Assist with route planning, key account relationship management, and performance monitoring of SSOs and DSRs.
  • Identify new business opportunities and ensure effective implementation of initiatives like Eeden and Shop Assistant programs.

    • Business Performance & Reporting :

  • Monitor and report on key sales metrics such as invoicing, revenue, collections, and product performance.
  • Conduct regular performance reviews with distributors to identify growth opportunities and resolve issues.
  • Provide monthly reports on market trends, competitor activities, and sales progress.

    • Market Intelligence & Customer Focus :

  • Collect and report on competitor intelligence.
  • Address customer complaints and ensure timely resolution.
  • Ensure that DSRs follow best practices in customer service and product delivery.

    • Painter Program Support :

  • Assist with the identification and registration of painters for the painter program.
  • Ensure successful translation of painter programs into tangible sell-out and sell-in results.

    • Key Skills & Qualifications :

    Education :

  • University degree. An MBA is a plus.

    • Experience :

  • 4-6 years of sales experience in a manufacturing or distribution-based industry.
  • Prior experience in managing distributors or indirect teams, preferably in sectors like paint, appliances, lubricants, or construction.

    • Skills :

  • Strong leadership and team-building skills.
  • Excellent communication (written and verbal) and interpersonal skills.
  • Ability to execute sales strategies and drive results.
  • Proficient in Microsoft Office (Excel, PowerPoint, Word) and CRM tools.
  • Analytical mindset with a focus on achieving sales targets.

    • Other Requirements :

  • Willingness to relocate within India if needed.
  • Strong problem-solving and decision-making skills.

    • Skills Required

    Microsoft Office, Team Management, Sales Strategy, Distributor Management, Communication, Crm

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