Job Description

Location:
Nellore, AP, IN
Areas of Work: Sales & Marketing
Job Id: 13910
~ 1 ~ Internal HR Document-Strictly Confidential Asian Paints Ltd.



Role Identifier

Job Title Territory Sales Officer - Focus Products Department Retail Sales

Reporting to Area Manager - Focus Products Grade Sales Officers/Senior Officer

Jobs Reporting Into None Location / Unit PAN India



Role Description

Job Purpose



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

(Please detail out at least 8-10 responsibility areas) Key Performance Indicators

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

Adopt critical sub dealers from various distributors and develop them 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



Overall Value target Value target at product level Sales performance of Distributors and super stockists for region assigned Number of active sub dealers

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

Functional Competencies


Product knowledge Analytical skills

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