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 customers in the assigned zone

B. PRINCIPLE ACCOUNTABILITIES -

EXPECTED END RESULTS -

MAJOR ACTIVITIES -

1. Business Development and Sales - Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets

- Identify and provide inputs to regional sales head on potential growth areas in the zone

- Formulate development of roadmap and strategic initiatives for the assigned zone

- Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their zone

2. Business Planning - Formulate sales and business plans for the zone aligned to the overall regional sales plans

- Formulate the annual business & operating plan for the zone in line with the overall annual retail business plan of the region and the company

- Ensure alignment of strategic focus with zonal KAM team

- Develop zonal level sales forecast and budgets and cascade the same by dealers

- Accountable for the development of area and territory sales plans based on dealer last year performance & growth aspirations for current year

- Communicate the targets to dealers

- Monitor and track achievement of targets and budgets on a monthly basis

- Review achievement of dealer wise target on a monthly and quarterly basis

3. Market expansion - Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies

- Identify new catchment areas within the zone holds the potential for a Kohler outlet

- Identify and shortlist dealer prospects, screen these prospects and finalize dealers

- Accountable for the process of ACT approval, layout and design execution, branding activities and finally store opening

- Participate in activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.

4. Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints

- Plan how to establish and maintain relationships with major dealers and influencers

- Monthly meetings with dealers and architects across the zone to understand their needs with a view of future sales growth

- Plan and ensure implementation of periodic meets with architects, interior designers and plumbers

- Communicate and present to the architects and dealers any new product launches

- Plan and oversee implementation of trade schemes - provide inputs to develop schemes that enable dealers to achieve their targets, brief the schemes to dealers, discuss & monitor their performance

- Drive high-quality servicing of customer relationships across the zone in terms of needs recognition, timely delivery and complaint redressal

5. Efficient and effective dealer operations - Monitor, guide and support dealers in order to help them achieve their targets

- In monthly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.

- Audit the stock with every dealer at the beginning of the month & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs

- Ensure that showroom staff are adequately informed about Kohler products and their features through regular trainings, specific interventions for new product launches etc.

- Pro-actively seek to remedy any issue or risk that the dealer may be facing

6. 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 ensure that these leads are followed up by the zonal sales team

- Ensure necessary follow up actions on major leads generated by the dealers

- Understand requirements of major customers and map Kohler products as well as ensure that efficient after sales services are provided

- Ensure timely execution of promotional activities in the zone

- Provide inputs to the HO team to ensure formation of robust intervention plans

- Ensure quality execution of the plans/ activities, through the zone team

7. Order generation and processing - Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the zone

- Understand customer requirements and oversee the process of quotation submissions to major customers

- Lead the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions

- Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders

8. Team Management & People development - Ensure the development, guidance and motivation of subordinates so as to ensure superior performance and employee satisfaction thereby achieving zonal objectives

- Drive the goal setting and review process for subordinates and employees within the zone

- Identify training needs for subordinates and ensure the execution of the required training programs in a timely manner

- Carry out performance assessments and provide feedback to subordinates with a view of improving performance

C. KEY INTERACTIONS

Who (internal/external) does this position interact with on a regular basis to perform this role? How often and for what purpose?

Internal/External-

- Sales Director

- Regional Sales Manager

- Product Managers

- Market Communication Manager

- Showroom designers

- Customer service centre

- Legal, IT, Finance, SCM HR and other support function

- Dealers

- Small builders

- Influencers (architects, interior designers, plumbers, general contractors)

- End customers

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