MGR /SR.MGR /AGM-SPECIFICATION

Senior Manager - Specification

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Role Identifier

Business: Paneled Products – HPL, LPL, Traded Products

Deputation: Mumbai

Band: 2

Reporting To: Head - Specifications

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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.

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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.

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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

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Key Performance Indicators

• Merino Specified Pipeline
• Conversion
• PJP Adherence

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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 the relevant market; Communication & Presentation skills
• Advanced skills in Excel, PowerPoint and Outlook

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Desired Education Qualification

Advanced degree in business/ marketing (MBA)