EXECUTIVE N - ADHESIVES SALES

~ 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