Title: Job Description - Area Sales Manager at Kohler Co.
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 an Area Sales Manager(Retail) - Mumbai. 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 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.
Identify and provide inputs to zonal sales manager on potential growth areas in the area
Formulate development of roadmap and strategic initiatives for the assigned area
Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their areas
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 zone by providing area related inputs
Ensure alignment of strategic focus with area KAM team
Develop area level sales forecast and budgets and cascade the same by dealers
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
Market expansion Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies.
Identify new catchment areas that holds the potential for a Kohler outlet
Identify and shortlist dealer prospects, screen these prospects and finalize dealers
Responsible for the process of ACT approval, layout and design execution, branding activities and finally store opening
Arrange and lead 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.
Plan how to establish and maintain relationships with major dealers and influencers
Monthly meetings with dealers and architects in the assigned area to understand their needs with a view of future sales growth
Conduct weekly meets with architects, interior designers and plumbers
Communicate and present to the architects and dealers any 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 area 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.
Audit the stock with every dealer at the beginning of the week & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs
Identify the training needs of showroom staff and conduct the same in order to ensure that they are adequately informed about 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 along with TSMs ensure that these leads are followed up by the zonal sales team
Follow up actions on major leads generated by the dealers
Understand requirements of major customers and map Kohler products
Timely execution of promotional activities in the area
Provide inputs to the HO team to ensure formation of robust intervention plans
Ensure quality execution of the plans/ activities, through the area team
Order generation and processing Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the area.
Understand customer requirements and lead the process of quotation submissions to major customers
Support the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions
Accompany influencers or end customers in sample checks at dealer showrooms
Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders
Escalate any issues related to order delays & coordinate with internal SCM and warehouse team to avoid the same
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.
Identify training needs for TSMs and ensure the execution of the required training programs in a timely manner
Provide inputs into performance assessments and ensure that feedback is given to subordinates with a view of improving performance
Skills and Knowledge:
3-6 years sales management experience within the sanitaryware or building materials trade required.
Knowledge of sanitaryware distribution approach in India and experience in selling products into this distribution network highly preferred.
Must possess strong communication, interpersonal and presentation skills. Mature, self-driven and result oriented.
Must be willing to travel regularly throughout the assigned region.
MBA Sales / Marketing qualification preferred or graduate with atleast 5-6 years of experience.
