Sales Executive-Dealers Segment

Job Summary:

The job holder will be responsible for ensuring sales volumes are continuously enhanced so as to maximize returns on investment whilst sustaining competitive advantage.

Duties & Responsibilities;

• Sales and Collection target setting & monitoring, Sales Planning and forecasting.
• Manages an assigned geographic area to maximize sales revenues and meet corporate objectives.
• Ensures consistent, profitable growth in sales revenues through positive planning.
• Identifies objectives, strategies and action plans to improve short- and long-term sales volume/value and GP.
• Co-ordinates proper company resources to ensure efficient and stable sales results.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

SALES & COLLECTION:

• Sales and Collection target setting territory wise / dealer-wise / product wise in accordance with the broad supervisory guidelines of Sales Manager.
• Sales Forecast - preparation of Sales Forecasts for the Territory / Area assigned / dealer wise /product wise with pro action.
• Participating in designing & implementing dealer schemes.
• Collaborates with Sales Manager / National Sales Manager to develop sales strategies to improve market share in major markets as well as in important product lines.
• Maintains sales volume, product mix, and selling price by keeping with current market supply and demand, changing trends, economic indicators, and competitors.
• Focus to increase footfall at our depots and putting best efforts for effective utilization of depots to increase sales of super premium, premium and textures & designers’ finishes.
• Track, collate and interpret sales figures. Generate timely sales reports.

DEALER MANAGEMENT & NETWORK EXPANSION

• Establish personal contact and rapport with top customers.
• Initiate the top-to-top meeting with key customers to ensure strong relationship and remove business obstacles, aligning with long term company direction.
• Cultivate effective business relationships with executive decision makers in key accounts. Possibly dealing with some major customer accounts by ASM himself.
• Performs sales activities on major accounts and negotiates sales price and discounts in consultation with Sales Manager / National Sales Manager and DGM.
• Ensuring regular visits to the dealers’ outlet and filling up Customer record Cards during their visit.
• Ensuring that all the communications are documented as per HOD guidelines and approvals only and no verbal commitment is given to the dealers on product pricing, schemes, cash discounts, Sales-collection linked benefits etc.
• Ensuring that the Customers-Dealers are served for their requirements in the quickest possible time to ensure Dealer Satisfaction particularly in issues pertaining to customer service, logistics, accounting etc.
• Monitoring DU performance and ensuring effective utilization of DU by selling super premium & premium products.
• Participate in Investigating lost sales and customer accounts. Participate in designing corrective action plan immediately to ensure minimum damage that to be recovered in short span of time.
• Establishing, maintaining and expanding new market and new customer base. Increasing business opportunities through various routes to market.
• New dealers’ grooming, sales and growth, sales of new & focus products and improving product depth, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support.
• Collecting customer feedback and market research. Keeping up to date with products and competitors.

COMMERCIALS:

• Adherence to the Credit Control Policies and ensure Dealers outstanding levels within control & approved limits.
• Ensure account reconciliation will be done with dealers on monthly basis and balance confirmation will be received from dealers on quarterly basis.
• Maintaining effective rapport with the credit control team for ensuring that the Dealer Accounts are updated and dealers are supplied necessary accounting statements along with Credit Notes well in time to avoid confusions.
• Keep close track and control on Sales return and Check return ratio sales person wise & dealer-wise to maintain commercial discipline.

MARKETING:

• Ensuring proper product positioning in dealers’ outlet, availability and display of POP material at dealers’ outlet, Product USP brief to dealers’ counter staff with the help of training team to enhance secondary sales.
• To keep track of local events and celebrations to explore the possibilities of getting associated with it to improve brand image and Sales volumes.
• Submitting recommendations for sales promoters for in-shop selling, branding requirements, and promotional material requirements as per business priorities in accordance with local / territory requirements.
• Submitting recommendations for painters’ training program, counter staff training program, dinners with dealers, dealers’ meet, painters’ & dealers’ factory visits etc.
• Collaborates with head of sales to establish and control budgets for sales promotion and trade expenses.
• Participate in developing innovative promotional ideas and material.
  
• Checking, monitoring & reviewing Dealer record Cards with the Sales Head on weekly basis and provides prompt resolutions to issues/queries/suggestions/feedbacks mentioned in Dealer record Card.
• Ensure adherence to all sales policies, practices and procedures.

Qualification & Experience

• First degree in Business Administration- Sales or Marketing background.
• Over 3 years’ experience in Sales & Marketing Management in a large company and at multiple sectors of the economy. Preferably paint or construction sector or Manufacturing Sector

How to Apply:

All applications will be received and Reviewed through BrighterMonday Portal by Clicking on the 'Apply Here' section