Assistant Manager - Key Accounts - with a Leading brand

Job Description

Roles & Responsibilities: Responsible for end to end sales(value, product & Segment wise) of Cipy products with the help of Sales team. Manage market development activities, sales team, collection from customers, capturing of market insights and work on Major / key Initiatives in the assigned geography/region. 1) Sales Objectives: Plan and achieve product sales objectives (by Value, products and segments) for the region by closely working with technical partners, applicators, key accounts and other direct customers. Responsible for order generation of products through the above channels and manage order pipeline for the region. Identify and implement the Cipy Shopee module as per the plan Ensure quotes are sent to all principal contractors bidding for the jobs in co-ordination with the team and with applicators. Deliver successful conversion of specification based leads by closely working with the Cipy, PLUB and One- Pidilite team. Engage with identified SPOCs of Cipy, PLUB and One-Pidilite vertical on projects which are mutually serviced (supply && apply) through technical partners in key accounts. Identify the critical/burning issues of the region affecting sales && take remedial action/ escalate wherever needed. Monitor the order in hand and anticipated orders to provide forecast of various products for the region. 2) Key Account Management: Ensure classification of customers is correctly done by the KAMs and influencers are clearly mapped Personally, build active business relationship with select high value key accounts of the region. Ensure all relevant opportunities / leads are captured, rightly categorized and followed up for the conversion. Monitor key accounts visit plans of KAM and take feedback on each of their visits to create action plan. Manage escalated complaints, queries of key accounts in an efficient manner. Ensure overall relationship of key accounts in the region improves and matures to higher level. 3) Receivables Management: Drive collection of receivables in case of exceptions Ensure proper implementation of Commercial policies Intervene with customers where their receivables are high than the zonal budgeted norms. Coordinate and support the credit control team for the balance confirmations in line with credit policy for the customers.4) Technical Partners / Applicators Management: Identify, onboard Technical partners, applicators as per defined process. Engage with Technical partners, applicators frequently to identify their training needs, product needs, and initiate action against the same. Ensure all sales queries are resolved && extend technical support to technical partners && applicators.5) Market Connect / Insighting: Carry out intensive field visits and interact with employees, influencers, customers in the region Analyse all the Won-lost orders to draw insights on customer needs, pricing, competition and other market trends Collect feedback from the stakeholders of key accounts and draw insights on all aspects of the business including product and service quality, site issues, supply situations, competition activities, schemes, etc. 6) Competition Fighting: Keep a track of competition activities on specific projects that we are quoting as well as their activities in other segments/ projects. Discuss the findings in zonal meetings and to be captured in OAAP. Share the competition insights with Zonal head and drive with competition fighting strategy in consultation with HO / Zonal head. 7) People Management: Ensure there is no gap of KAM/KAE against approved position/s in their respective region. If any, to be filled in within stipulated time with help of TA team Set periodic reviews on individual performance and provide constructive feedback Review the team attrition and exit analysis and plan corrective action for ensuring zero attrition 8) SPPB: Have a good understanding of all relevant Systems, Processes, Policies and Business Module (SPPB) pertaining to division Ensure that the team is trained and updated on all the relevant modules of SPPB Regularly collect feedback on improvements required in SPPB and escalate to the Zone 9) Governance: Joint monthly reviews between the Zonal Head and CEO. Ensure business reviews are conducted in the Region as per the laid down process. Review && monitor order prospects OAAP to be made and submitted on time and as per index.

Keyskills :
salesbusiness development