Role Identifier

Job Title

Officer – Project Sales

Department

Project Sales

Reporting to

Area Manager / Area Sales Executive – Project Sales

Grade

Sales Officers/Level I/II

Jobs Reporting Into

None

Location / Unit

PAN India

Role Description

Job Purpose The position is that of frontline sales personnel who would primarily be responsible for driving segment level value growth for Project Sales through addition, nurturing and retention of applicators/other influencers in defined geographical area and thereby achieving overall business value and volume targets

Primary Responsibilities

Business Responsibility Areas

(Please detail out at least 8-10 responsibility areas)

Key Performance Indicators

Business objectives

- Identify, index and review market potential of Project sites at segment level (Geography and Key Accounts)
- Conduct site inspection based on leads and make proposals including sampling to convert sites
- Negotiate, finalize and execute the site order as per agreed proposals
- Monitor the project site on regular intervals and ensure that essential services are provided with warranty
- Focus on specific key accounts, segments, geographies and products to gain market share

Applicators/other influencers Development and Retention

- Encourage applicators participation in loyalty benefit programs to add recent and upgrade and retain existing applicators
- Create product awareness through relevant trainings with applicators and track lead conversion ratio

Reports and Processes

- Prepare and circular relevant reports like index sheet as per defined timelines
- Follow applicable processes and documentation while performing various site level and specific transactions
- Reconcile the dealer account at regular intervals and ensure smooth settlement of payments including outstanding dues

Integration

- Integrate with Retail, Services,



Commercial and Marketing function for lead sharing, site-specific support or any other operational issues

- Overall Value and Volume target
- Product and Segment level value and volume target
- Addition, Growth and Retention of target set of applicators
- Payment Collection Efficiency

Scope of Work a) Financial Scope (Range of financial spend): As per Budget b) People Management Scope (Range of no. of Direct/ Indirect Reports):

Indirect - DSR in some locations c) Geography Coverage (Country-wide/ State-wide / Area-wide)

Based on scope d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other):

Project Sales

Key Interactions

Internal

Marketing, Research and Technology, Retail, Services and Commercial

External

Applicators, Consultants, Contractors, Builders, Dealers and Architects

Role Requirements / Specifications

Qualifications

Essential

- Graduate Degree in any stream (BA/B.Sc/B.Com/BBA/BBM/BMS)
- Minimum of 50% marks throughout education without any backlogs
- Graduation must be through a full time course

Desired
- Candidates with MBA/PGDM in Sales and Marketing

Applicants with an Engineering background (B.Tech/B.E./Diploma/B.Pharma) will not be considered

Previous Experience

Desired

- 1 – 2 years of experience in Sales roles in any organization

Functional Competencies

- Product Knowledge and Costing
- Analytical skills

Behavioral Competencies

- Verbal and Written Communication Skills
- Negotiation Skills
- Planning and result orientation

Additional Requirements

- Role involves visiting project sites and requires extensive travelling
- Role requires pan India mobility as it is transferrable in nature
- Proficiency with MS – Office, MS – Excel is mandatory
- Age to be less than 26 years

Document Details

Written By

Durga Prasad Dutta / Ankita Vig

Date

03.06.2017

Validated By

Saurabh D Mehta

Date

03.06.2017

Approved By

Date

📌 SENIOR EXECUTIVE - WATERPROOFING (Hyderabad)
🏢 Asian Paints
📍 Hyderabad