Purpose - Why does this role exist?
Responsible for development and execution of JSW Steel brand strategy for relevant customer segment thus enabling achievement of desired profitable growth in line with overall business strategy. The responsibilities of the role include achieving primary and secondary sales targets through reach, managing key accounts and influencers - masons, contractors, architects and engineers, planning and executing marketing activations and consumer promotions, managing distributors and retailers, expanding retailer base, collecting marketing intelligence, converting leads etc. The role is also responsible for driving channel sales of branded steel products and effective implementation of key channel initiatives.
Key Result Areas (Key Performance Indicators)
Achieve primary and secondary volume targets for JSW branded products
Distribution Channel expansion (Distributors, Retailers)
Planning and implementation of area sales strategy
Driving the performance through distributors sales managers, DSRs (Distributor Sales Representatives) and FOs (Field Officers)
Driving Influencers loyalty through various effective execution of various schemes and programs (Masons, Contractors, Architects and Engineers)
Planning and Execution of trade marketing activities and BTL activities
Implementation of strategies and policies as per HO Sales and Marketing
People development
Critical Tasks and Key Activities
Planning and Implementation of Area Sales Strategy
Channel Expansion Strategy – Distributors and Retailers
Distributor and Key Account Management
Drive Ways of Working and the various field force staff
Conducting Regular reviews with distributor staff and follow-up on the action points
Execution of Branded formats appointment and execution of key programs – JSW Steel Format, JSW Shoppe and JSW Shoppe Connect
Execution of various marketing activities
Effective management of Influencer Locality
Competition Intelligence and timely reporting
MIS, Data analysis and reporting
Managing people
Decision making authority (Decisions expected)
Distributor Target Setting
Network expansion (Distributors and Retailers)
Branded outlet appointment
BTL Activations
Educational Background
BE (Metallurgy / Mechanical) or Science graduate with MBA from premier institutes
8 - 10 years of experience (as ASM up to 4 years)
Experience in sales or marketing in any of the following industries - Steel/ Cement/ Paint/ FMCG/ Telecom/ Lubes/ Batteries/ Construction chemicals/ Metals/ Tyres/ Consumer durable
Competencies
Sales management, Key account management
Understanding of the industry, market, customer and competition
Negotiation and relationship management skills
Positive in data analysis, planning and forecasting skills
Exceptional communication and interpersonal skills
Fluency in local language (preferred)
Training & development of manpower
Key success factors
Sales Targets
Team Management
Distributor Management / Retailer Management/ Influencer Management
Managing multiple tasks / stress
Align with other departments at branch office and plant for effective working together in ensuring overall company objective
Regular market visits to take customer and influcer feedback and draw insights to take appropriate actions
Training and development of people
📌 Area Sales Manager (New Hubli)
🏢 JSW Steel
📍 New Hubli
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