The position is that of sales personnel who would primarily be responsible for driving sales of focus products through the distributor network for a given geographical area. Dedicated focus towards building and sustaining the distributor and sub dealer network is required. The channel is in the nascent stage as of now and needs to be developed so that it can act as the next growth driver for select categories. 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
Business objectives
Conceptualize and execute the field marketing activities around the identified focus products with a view to increase adoption and depth of these products in the market
To build a healthy distributor network for the region which will drive growth month on month
To manage a large team of off roll employees to generate sales, develop the category and ensure customer satisfaction
Support the sale of focused products by arranging shop meets, implementing schemes and ensuring timely settlement of schemes for stakeholders
Key Performance Indicators
Overall Value target
Value target at product level
Sales performance of Distributors and super stockists for region assigned
Number of active sub dealers
Adopt critical sub dealers from various distributors and develop them
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To apply best practices of handling distributor network for the company Demand Generation
Work closely with the identified set of stakeholders like carpenters, masons to generate market for focus products
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, Services and Supply Chain
External Carpenters, masons, sub dealers, distributors
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 • Distributor handling
Behavioral Competencies • Verbal and written communication • Decision making and problem solving • Negotiation Skills • Planning and result orientation
Additional Requirements • Role involves extensive travel in the region assigned • Proficiency with MS – Office, MS – Excel is mandatory; Tally preferred
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