Zonal 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 a Zonal Sales Manager – Mumbai. 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 zone

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 regional sales head on potential growth areas in the zone
• Formulate development of roadmap and strategic initiatives for the assigned zone
• Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their zone

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

• Formulate the annual business & operating plan for the zone in line with the overall annual retail business plan of the region and the company
• Ensure alignment of strategic focus with zonal KAM team
• Develop zonal level sales forecast and budgets and cascade the same by dealers
• Accountable for the development of area and territory sales plans based on dealer last year performance & growth aspirations for current year
• 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 within the zone holds the potential for a Kohler outlet
• Identify and shortlist dealer prospects, screen these prospects and finalize dealers
• Accountable for the process of ACT approval, layout and design execution, branding activities and finally store opening
• Participate in 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 across the zone to understand their needs with a view of future sales growth
• Plan and ensure implementation of periodic meets with architects, interior designers and plumbers
• Communicate and present to the architects and dealers any new product launches
• Plan and oversee implementation of trade schemes – provide inputs to develop schemes that enable dealers to achieve their targets, brief the schemes to dealers, discuss & monitor their performance
• Drive high-quality servicing of customer relationships across the zone 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 monthly 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 month & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs
• Ensure that showroom staff are adequately informed about Kohler products and their features through regular trainings, specific interventions for new product launches etc.
• Pro-actively seek to remedy any issue or risk that the dealer may be facing

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 ensure that these leads are followed up by the zonal sales team
• Ensure necessary follow up actions on major leads generated by the dealers
• Understand requirements of major customers and map Kohler products as well as ensure that efficient after sales services are provided
• Ensure timely execution of promotional activities in the zone
• Provide inputs to the HO team to ensure formation of robust intervention plans
• Ensure quality execution of the plans/ activities, through the zone 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 oversee the process of quotation submissions to major customers
• Lead the negotiations with major customers and liaison with customers, dealers and internal finance teams in order to ensure final conversions
• Track the order processing from PO generation to final delivery so as to ensure on time implementation of customer orders

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

• Drive the goal setting and review process for subordinates and employees within the zone
• Identify training needs for subordinates and ensure the execution of the required training programs in a timely manner
• Carry out performance assessments and provide feedback to subordinates with a view of improving performance

Skills and Knowledge:

• 10-12 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 at least 10-12 years of experience.