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 a Territory Sales Manager-Projects. 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 external stakeholders (influencers/developers) and to develop product and brand image amongst customers in the assigned projects.
Roles & 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 State Head to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts.
Understand and effectively communicate Kohler's value proposition to its influencers and end customers.
Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their respective projects.
Analyse and evaluate assigned territories regarding sales trends, key residential, commercial and hospitality projects and competition in order to protect existing sales and maximize future sales opportunities.
- 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 projects related inputs.
Report and review achievement of project wise targets and budgets on a monthly / weekly basis
Plan new launch project discussion and presentations
Open quotes review and discussion.
- Market expansion Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies.
Develop options for catchment areas within the territory that holds the potential for ongoing/future projects.
Build strong relations and work closely with specifiers (architects, plumbers, interior designers) to influence project clients on order fulfilment.
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.
Deep Dive on pipeline where 0 Billing has happened to ensure no lose project in future.
- Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.
Weekly meetings with developers and architects in the assigned projects as per PJP to identify any new opportunities.
Conduct weekly meets with architects and interior designers in order to motivate them to recommend Kohler products.
Coordinate the communication and presentation to the architects on new product launches
Provide inputs to develop trade schemes that enable influencers to achieve their targets, execute these schemes, discuss & monitor influencer performance during the scheme period
Drive high-quality servicing of influencer relationships across the projects in terms of needs recognition, timely delivery and complaint redressal
Check on Budget of the customer and propose alternate products
- Efficient and effective dealer operations Monitor, guide and support dealers in order to help them achieve their targets.
Weekly stock audits & 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 developer 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 state heads; also ensure that these leads are followed up
Follow up actions on all leads generated by the influencers
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, developers and internal finance teams in order to ensure final conversions
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
In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials
Skills and Knowledge:
4-7 years sales management experience.
Must possess strong communication, interpersonal and presentation skills.
Mature, self-driven and result oriented.
Must be willing to travel throughout the assigned region.
MBA Sales / Marketing qualification preferred or graduate with at least 5-6 years of experience.
