About the role

Job Title: Manager - Specification

Business: Paneled Products – HPL, LPL, Traded Products

Deputation: Mumbai

Band: 2

Reporting To: Head - Specifications

Role Objective

To promote the Merino Products to the top Architects in the region and get the products specified in upcoming large scale projects. To understand the details of upcoming projects from the Influencers. To establish rapport with the Profile A architects, Interior Designers, and Institutions to promote Merino Products.

Job Responsibilities

Influencer Management

Serve as an end-to-end point of contact for the key influencers – Architects, Interior designers etc.
Provide inputs into sales excellence and category heads for development of influencer loyalty programs and campaigns for key influencers.
Drive implementation of programs and campaigns for key influencers and accounts.
Identify and build long lasting relationships with prominent key influencers; Ensure strong referrals to key accounts from influencers.

Specification

Driving the Specification of Merino products in large scale projects through major Architects firms in the region.
Understanding the requirements of the projects and suggesting a Merino product mix.
Ensuring the conversion of the specifications during the level of execution of the projects through effective influencer management.
Obtaining the documents related to the details of the specifications and updating it in the SFA tools.

Sales

Understanding the status of the projects, details of project execution contractors, hence materializing the sales.
Working closely with the Institutional sales team for the conversion of the projects.

Reports

Preparation of the project status report and updating it in the SFA tools.
Project Conversion report.

Internal Stakeholders

Zonal Sales Heads
Product Managers – Marketing
Category Head – Prelam
Category Head – Decorative Laminates
Sales Excellence Team

External Stakeholders

Key Influencers – Architects, Interior Designers, Contractors

Key Performance Indicators

Merino Specified Pipeline
Conversion
PJP Adherence

Desired Position Qualification

10-12 years of total working experience, ideally in Specifications
5+ years in key account management leadership roles with a large multi-product/BU company
Clear understanding of the relevant market; Communication & Presentation skills
Advanced skills in Excel, PowerPoint, and Outlook

Desired Education Qualification

Advanced degree in business/marketing (MBA)