Territory Sales Manager-Retail

Introduction:

At Kohler Co., we are a leading global manufacturer in the plumbing industry, known for our high-quality products, innovative designs, and commitment to customer satisfaction. We are currently seeking a highly motivated and experienced individual to join our team as a Territory Sales Manager-Retail. In this role, you will be responsible for overseeing and driving sales activities within a particular geographical region. If you have a passion for sales, exceptional leadership skills, and a proven track record in achieving targets, then this opportunity could be perfect for you.

Job Purpose:

This role exists to achieve pre-set sales and revenue targets and goals in coordination with dealers and to develop product and brand image amongst retail customers in the assigned area.

Roles & Responsibilities:

1. Business Development and Sales - Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets.

• Provide inputs to ASM to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts
• Understand and effectively communicate Kohler’s value proposition to its dealers, influencers and end customers
• Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their territories.
   

1. Business Planning – Support formulation of sales and business plans for the zone aligned to the overall regional sales plans.

• Support the formulation of annual business plans for the area by providing territory related inputs.
• Cascade the sales forecast and budget for the area by weekly dealer – wise targets.
• Report and review achievement of dealer wise targets and budgets on a monthly / weekly basis.

1. Market Expansion – Strengthen the dealer network by developing new dealer in line with Kohler’s store expansion strategies.

• Develop options for catchment areas within the territory that holds the potential for a Kohler outlet.
• Meet up with potential dealers and assess them in order to dealer prospects, further screen these prospects and finalize dealers.
• Execute the process of ACT approval, layout and design execution, branding activities and finally store opening.
• Coordinate and arrange activities for showroom opening – show & tell events, plumber visits, joint calls to specifiers etc.
   

1. Relationship Management - Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.

• Weekly meetings with dealers and architects in the assigned territories as per PJP to identify any new opportunities.
• Conduct weekly meets with architects, interior designers and plumbers in order to motivate them to recommend Kohler products.
• Coordinate the communication and presentation to the architects and dealers on new product launches.
• Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, discuss & monitor dealer performance during the scheme period.
• Drive high-quality servicing of customer relationships across the territory in terms of needs recognition, timely delivery and complaint redressal.
   

1. Efficient and Effective Dealer Operations – Monitor, guide and support dealers in order to help them achieve their targets.

• In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.
• Weekly stock audits with the dealers & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs.
• Conduct trainings for the showroom staff to ensure that they are adequately informed about new and existing Kohler products and their features.
• Escalate any issue or risk that the dealer may be facing and work with the sales team to develop strategies to mitigate the same.
   

1. Market Penetration – Generate new leads and interact directly with end customers to help build secondary sales.

• Through influencers – architects, interior designers, identify potential customers and  inform the same to the ASMs; also ensure that these leads are followed up.
• Follow up actions on all leads generated by the dealers
• Understand requirements of major customers and map Kohler products.
• Timely execution of promotional activities in the territory
• Execution of the plans/ activities, within time and quality requirements.
   

1. Order Generation and Processing – Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the area.

• Understand customer requirements and work on submitting both technical and commercial aspects of the quotations on time.
• Support the negotiations with major customers and with customers, dealers and internal finance teams in order to ensure final conversions.
• Accompany influencers or end customers in sample checks at dealer showrooms.
• Once the order has been approved, receive PO from the dealer and provide forecast to the SCM team.
• Receive PI if stock is available, else coordinate with SCM to arrange for those materials.
• Track the shipments with SCM and distribution warehouses and escalate any issues related to order delays.
• In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials.
   

Skills and Knowledge:

• 5-7 years sales management experience.
• Must possess strong communication, interpersonal and presentation skills.
• Mature, self-driven and result oriented.
• Must be willing to travel throughout the assigned region.
• MBA – Sales / Marketing qualification preferred or graduate with atleast 5-7 years of experience.