AddressTitle: Job Description - Territory Sales Manager at Kohler Co.
Introduction: At Kohler Co., we are a leading global manufacturer in the plumbing industry, known for our high-quality products, innovative designs, and commitment to customer satisfaction.
We are currently seeking a highly motivated and experienced individual to join our team as a Territory Sales Manager.
In this role, you will be responsible for overseeing and driving sales activities within a particular geographical region.
If you have a passion for sales, exceptional leadership skills, and a proven track record in achieving targets, then this opportunity could be perfect for you.
Job Purpose: This role exists to achieve pre-set sales and revenue targets and goals in coordination with dealers and to develop product and brand image amongst retail customers in the assigned area.
Roles & Responsibilities:
1. Business Development and Sales
- Plan and oversee the execution of the zonal sales efforts, contributing to organizational revenue and growth targets.
- Provide inputs to ASM to support the development of strategic initiatives in order to achieve the business targets from the territory key accounts
- Understand and effectively communicate Kohler's value proposition to its dealers, influencers and end customers
- Maintain awareness of market trends including customer preferences, competitive action, new product introductions, etc. in their territories
2. Business Planning
- Support formulation of sales and business plans for the zone aligned to the overall regional sales plans.
- Support the formulation of annual business plans for the area by providing territory related inputs
- Cascade the sales forecast and budget for the area by weekly dealer - wise targets
- Report and review achievement of dealer wise targets and budgets on a monthly / weekly basis
3. Market expansion
- Strengthen the dealer network by developing new dealer in line with Kohler's store expansion strategies.
- Develop options for catchment areas within the territory that holds the potential for a Kohler outlet
- Meet up with potential dealers and assess them in order to dealer prospects, further screen these prospects and finalize dealers
- Execute the process of ACT approval, layout and design execution, branding activities and finally store opening
- Coordinate and arrange activities for showroom opening - show & tell events, plumber visits, joint calls to specifiers etc.
4. Relationship Management
- Drive excellent relationship management with dealers and influencers and ensure timely delivery and redressal of complaints.
- Weekly meetings with dealers and architects in the assigned territories as per PJP to identify any new opportunities
- Conduct weekly meets with architects, interior designers and plumbers in order to motivate them to recommend Kohler products
- Coordinate the communication and presentation to the architects and dealers on new product launches
- Provide inputs to develop trade schemes that enable dealers to achieve their targets, execute these schemes, discuss & monitor dealer performance during the scheme period
- Drive high-quality servicing of customer relationships across the territory in terms of needs recognition, timely delivery and complaint redressal
5. Efficient and effective dealer operations
- Monitor, guide and support dealers in order to help them achieve their targets.
- In weekly visits to the dealer showrooms, inspect adherence to display and design standards; display of new products; branding requirements etc.
- Weekly stock audits with the dealers & take necessary actions to maintain a minimum amount of stock and liquidate discontinued or slow moving SKUs
- Conduct trainings for the showroom staff to ensure that they are adequately informed about new and existing Kohler products and their features
- Escalate any issue or risk that the dealer may be facing and work with the sales team to develop strategies to mitigate the same
6. Market penetration
- Generate new leads and interact directly with end customers to help build secondary sales.
- Through influencers - architects, interior designers, identify potential customers and inform the same to the ASMs; also ensure that these leads are followed up
- Follow up actions on all leads generated by the dealers
- Understand requirements of major customers and map Kohler products
- Timely execution of promotional activities in the territory
- Execution of the plans/ activities, within time and quality requirements
7. Order generation and processing
- Accountable for quotation submission and order fulfilment to achieve the sales & revenue targets for the area.
- Understand customer requirements and work on submitting both technical and commercial aspects of the quotations on time
- Support the negotiations with major customers and with customers, dealers and internal finance teams in order to ensure final conversions
- Accompany influencers or end customers in sample checks at dealer showrooms
- Once the order has been approved, receive PO from the dealer and provide forecast to the SCM team
- Receive PI if stock is available, else coordinate with SCM to arrange for those materials
- Track the shipments with SCM and distribution warehouses and escalate any issues related to order delays
- In case of defective or wrong shipments, TSMs will initiate the process to reverse the materials
Skills and Knowledge:
- 3-7 years sales management experience.
- Must possess strong communication, interpersonal and presentation skills.
- Mature, self-driven and result oriented.
- Must be willing to travel throughout the assigned region.
- MBA - Sales / Marketing qualification preferred or graduate with atleast 5-6 years of experience.
