SENIOR EXECUTIVE - FOCUS PRODUCTS

Location:

Vijayawada, AP, IN

Areas of Work: Sales & Marketing

Job Id: 15413

Role Identifier
Job Title	Senior 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 for a given geographical area through implementation and execution of various initiatives by coordinating with a team to create, 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 like Wood Finishes, Wallpapers etc. with a view to increase adoption and depth of these products in the market
Measure and report the effectiveness of the activations carried out in the market through lead conversion ratio
Collaborate with Retail, Project and Services in achieving overall unit level focus products targets
Support the sale of focused products by arranging shop meets, implementing schemes and ensuring timely settlement of schemes for stakeholders

Retailing

Develop and ensure availability and visibility of focused products point of sale elements across the identified set of dealers
Design and conduct workshops for Colour Consultants about the focus products as per the defined schedule
Adopt the contractors from the identified set of dealers and train them to generate site leads

Demand Generation

Work closely with the identified set of stakeholders like Architects to generate market for focus products
Coordinate with Project Sales team to provide on-site support and assist in secondary sales

Contractor Management

Maintain a comprehensive database of all contractors and applicators for focus products in the Region
Maximize the participation of applicators in the defined loyalty programs and assign loyalty contractors to the identified top counters
Ensure adoption of non-APL network contractors and conduct product sampling with an objective to covert to APL network

Market Intelligence

Conduct product trials and building inferences on Asian Paints product strength vis-à-vis products in market
Devise ways in which the product strengths can be communicated to the consumers and influencers

Overall Value target of Focus Products
Value target at product level
Lead conversion ratio
Compliance to Product trainings and Activations plan

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, Project Sales, Services and Supply Chain
External	Applicators, Contractors, Dealers and Architects

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
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 visiting project sites which requires extensive travelling Role requires pan India mobility as it is transferrable in nature Proficiency with MS – Office, MS – Excel is mandatory

Document Details
Written By	Durga Prasad Dutta / Ankita Vig	Date	03.06.2017
Validated By	Amar Rajagopal	Date	09.06.2017
Approved By		Date