Location:

Vijayawada, AP, IN

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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 market

Measure and report the effectiveness of the activations carried out in the market through lead conversion ratio

Collaborate with Retail, Project and Services in achieving overall unit level focus products targets

Support 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 dealers

Design and conduct workshops for Colour Consultants about the focus products as per the defined schedule





Adopt 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 products

Coordinate 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 market

Devise ways in which the product strengths can be communicated to the consumers and influencers

Overall Value target of Focus Products

Value target at product level

Lead conversion ratio

Compliance to Product trainings and Activations plan

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 the scope d) 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

Role Requirements / Specifications

Qualifications

Essential

Graduate Degree in any stream (BA/B.Sc/B.Com/BBA/BBM/BMS)

A minimum of 50% marks throughout education without any backlogs

Graduation 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 knowledge

Analytical skills

Behavioral Competencies

Verbal and written communication

Decision making and problem solving

Negotiation Skills

Planning 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

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📌 SENIOR EXECUTIVE - FOCUS PRODUCTS (Vijayawada)
🏢 Asian Paints
📍 Vijayawada