Area Sales Manager

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 an Area Sales Manager. 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.

• Identify and provide inputs to zonal sales manager on potential growth areas in the area
• Formulate development of roadmap and strategic initiatives for the assigned area
• Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their areas

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 zone by providing area related inputs
• Ensure alignment of strategic focus with area KAM team
• Develop area level sales forecast and budgets and cascade the same by dealers
• Communicate the targets to dealers
• Monitor and track achievement of targets and budgets on a monthly basis
• Review achievement of dealer wise target on a monthly and quarterly basis

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

• Identify new catchment areas that holds the potential for a Kohler outlet
• Identify and shortlist dealer prospects, screen these prospects and finalize dealers
• Responsible for the process of ACT approval, layout and design execution, branding activities and finally store opening
• Arrange and lead 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.

• Plan how to establish and maintain relationships with major dealers and influencers
• Monthly meetings with dealers and architects in the assigned area to understand their needs with a view of future sales growth
• Conduct weekly meets with architects, interior designers and plumbers
• Communicate and present to the architects and dealers any 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 area 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.
• Audit the stock with every dealer at the beginning of the week & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs
• Identify the training needs of showroom staff and conduct the same in order to ensure that they are adequately informed about 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  along with TSMs ensure that these leads are followed up by the zonal sales team
• Follow up actions on major leads generated by the dealers
• Understand requirements of major customers and map Kohler products
• Timely execution of promotional activities in the area
• Provide inputs to the HO team to ensure formation of robust intervention plans
• Ensure quality execution of the plans/ activities, through the area team

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 lead the process of quotation submissions to major customers
• Support the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions
• Accompany influencers or end customers in sample checks at dealer showrooms
• Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders
• Escalate any issues related to order delays & coordinate with internal SCM and warehouse team to avoid the same

1. Team Management & People Development - Ensure the development, guidance and motivation of subordinates so as to ensure superior performance and employee satisfaction thereby achieving zonal objectives.

• Identify training needs for TSMs and ensure the execution of the required training programs in a timely manner
• Provide inputs into performance assessments and ensure that feedback is given to subordinates with a view of improving performance

Skills and Knowledge:

• 3-6 years sales management experience within the sanitaryware or building materials trade required.
• Knowledge of sanitaryware distribution approach in India and experience in selling products into this distribution network highly preferred.
• Must possess strong communication, interpersonal and presentation skills. Mature, self-driven and result oriented.
• Must be willing to travel regularly throughout the assigned region.
• MBA – Sales / Marketing qualification preferred or graduate with atleast 5-6 years of experience.