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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 in office 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