SENIOR EXECUTIVE - FOCUS PRODUCTS

Job description

Location: Vijayawada, AP, IN Areas of Work: Sales & Marketing Job Id: 15413 Role Identifier Job Title Senior Officer – Focus Products Department Retail Sales Reporting to Area Manager – Focus Products Grade Sales Officers/Senior Officer Jobs Reporting Into None Location / Unit PAN India Role Description Job Purpose The position is that of sales personnel who would primarily be responsible for driving sales of focus products for a given geographical area through implementation and execution of various initiatives by coordinating with a team to create, nurture and manage stakeholders through focus on lead conversion, penetration of new and core products, integration with other verticals and stakeholder management thereby, achieving overall business objectives Primary Responsibilities Business Responsibility Areas (Please detail out at least 8-10 responsibility areas) Key Performance Indicators Business objectives • Conceptualize and execute the field marketing activities around the identified focus products like Wood Finishes, Wallpapers etc. with a view to increase adoption and depth of these products in the market • Measure and report the effectiveness of the activations carried out in the market through lead conversion ratio • Collaborate with Retail, Project and Services in achieving overall unit level focus products targets • Support the sale of focused products by arranging shop meets, implementing schemes and ensuring timely settlement of schemes for stakeholders Retailing • Develop and ensure availability and visibility of focused products point of sale elements across the identified set of dealers • Design and conduct workshops for Colour Consultants about the focus products as per the defined schedule • Adopt the contractors from the identified set of dealers and train them to generate site leads Demand Generation • Work closely with the identified set of stakeholders like Architects to generate market for focus products • Coordinate with Project Sales team to provide on-site support and assist in secondary sales Contractor Management • Maintain a comprehensive database of all contractors and applicators for focus products in the Region • Maximize the participation of applicators in the defined loyalty programs and assign loyalty contractors to the identified top counters • Ensure adoption of non-APL network contractors and conduct product sampling with an objective to covert to APL network Market Intelligence • Conduct product trials and building inferences on Asian Paints product strength vis-à-vis products in market • Devise ways in which the product strengths can be communicated to the consumers and influencers • Overall Value target of Focus Products • Value target at product level • Lead conversion ratio • Compliance to Product trainings and Activations plan Scope of Work • Financial Scope (Range of financial spend): As per Budget • People Management Scope (Range of no. of Direct/ Indirect Reports): Indirect - DSR in some locations • Geography Coverage (Country-wide/ State-wide / Area-wide) Based on the scope • Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other): Decorative Business Unit / Central Functions Key Interactions Internal Marketing, Research and Technology, Retail Sales, Project Sales, Services and Supply Chain External Applicators, Contractors, Dealers and Architects Qualifications Role Requirements / Specifications Essential • Graduate Degree in any stream (BA/B.Sc/B.Com/BBA/BBM/BMS) • A minimum of 50% marks throughout education without any backlogs • Graduation must be through a full time day course Desired • Candidates with MBA/PGDM in Sales and Marketing Previous Experience Desired • Experience in any role in Sales and Marketing Functional Competencies • Product knowledge • Analytical skills Behavioral Competencies • Verbal and written communication • Decision making and problem solving • Negotiation Skills • Planning and result orientation Additional Requirements • Role involves visiting project sites which requires extensive travelling • Role requires pan India mobility as it is transferrable in nature • Proficiency with MS – Office, MS – Excel is mandatory Document Details Written By Durga Prasad Dutta / Ankita Vig Date 03.06.2017 Validated By Amar Rajagopal Date 09.06.2017 Approved By Date