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Zonal Sales Manager- South Asia

Job Description

Organisation: For an Amercan MNC which specialises in Consumer Lifestlye Products.(Plumbing, Furniture Products etc)

Title: Zonal sales Manager- South Asia 

Reporting to: Director- New Business Development

Experience: 10 to 12 years, should have exposure for atleast 3-4 years in International Market 

Key Responsibilities: 

Business Development and Sales :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
Business Planning: 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
Relationship Management: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
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
Efficient and Effective Dealer operations: 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
Market Penetration: 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

Key Interactions:



  • NBD Director
  • Regional Sales Manager
  • Product Managers
  • Market Communication Manager
  • Showroom designers
  • Customer service centre
  • Legal, IT, Finance, SCM HR and other support function
  • Dealers
  • Small builders
  • Influencers (architects, interior designers, plumbers, general contractors)
  • End customers