Area Sales Manager Wood Finishes Mumbai
Aditya Birla Group Mumbai
Job Description
Job Description
Indian decorative paints market is $7.5 billion industry and growing in double digits. It's a growing industry driven by the shortening of painting cycle, increased housing demand, premiumization demanded by consumers and the infrastructure push by the government.At Birla Paints, we are building a new age and a differentiated paints company to earn a significant market share going forward. This role is an opportunity to create a cutting edge sales programme that is market leading and actively contributes in the endeavour to be the new benchmark of sales and service in the industry.
The role of this person is to build the go to market strategy for a specific geography and execute the same. This individual will work in an extremely fast paced environment and get an opportunity to set up break through strategies. ASM WF has to lead team of TSM/TSEs. A key responsibility is to lead the team to fulfil the business KPIs.
- Support building of the Go to Market Strategy for the challenger brand.
- Action out the booking, installation, and successful nurturing of Wood finish Tinting Machines across outlets in the territory.
- Engaging in identifying the ideal customer base to facilitate the propecting and lead generation.
- Creating the value matrix and strategizing the sales funnel for the product.
- Identify and curate the sales strategy for the challenger product in a competitive market.
- Devise a suitable product demand generation methodology.
- Design the content marketing strategy suitable to the product and target population.
- Identify and institutionalize the performance indicators /metrics to measure sales progress.
- Strategize the customer retention plans to enable long-term customer relationships.
- Be instrumental in strategizing and creating the blueprint for the business entry for the brand in a disruptive environment.
- Set out clear and realistic business goals for the product performance in a competitive market.
- Plan the budget and resource requirement for the brand entry.
- Conduct thorough research on the market in terms of the size, consumer trends, perceptions, competition survey, opportunities, barriers, etc.
- Build the unique value proposition for the challenger product to stand out in a competitive market.
- Strategize the entry mode and research on whether that is the optimal mode to enter the market.
- Develop all strategy based collaterals for the product.
Key Result Areas
Supporting Actions
Maintaining sustainable sales potential- Plan and drive innovative initiatives to establish and maintain sustainable sales potential for focused products in the market (in addition to regular range of products).
- Achieving overall sales KPIs and increase market share
- Design and implement field activations to increase product adoption and depth by enhancing product awareness.
- Spearhead and drive performance of Trade schemes and on ground promotions for the challenger brand.
- Conduct regular market analysis by constantly staying current and updated on competition information about product, pricing, and activations.
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