SENIOR EXECUTIVE - FOCUS PRODUCTS

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 marketMeasure and report the effectiveness of the activations carried out in the market through lead conversion ratioCollaborate with Retail, Project and Services in achieving overall unit level focus products targetsSupport 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 dealersDesign and conduct workshops for Colour Consultants about the focus products as per the defined scheduleAdopt 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 productsCoordinate 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 marketDevise ways in which the product strengths can be communicated to the consumers and influencersOverall Value target of Focus ProductsValue target at product levelLead conversion ratioCompliance 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 backlogsGraduation 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 knowledgeAnalytical skills

Behavioral Competencies

Verbal and written communicationDecision making and problem solvingNegotiation SkillsPlanning 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