Manager- Project Sales

Role Identifier  

Job Title: Manager/ Sr.Manager – Project

Business: Laminates\Sales\Sales Domestic  

Deputation: Mumbai

Band: 2  

Role Objective  

Take ownership of targets assigned to self and team and lead Merino brand by leveraging Merino Products to potential customers/ key influencers and get it specified by targeted specifiers & buyers: Architects, Contractors, Interior Designers and OEMs.  

Job Responsibilities  

·         The incumbent will be required to meet and build long term relationships with following influencers in Commercial projects - and get our products specified: Architects / Interior Designers / PMCs / Contractors. 

·         Talk about our product, their FABs (Features, Advantages & Benefits), and get Merino listed in Architect BOQ, as well as specified in the Drawings. 

·         Meet Contractors - and close the loop, where Architects have specified. 

·         Meet Channel partners along with Sales team - and close the loop on pricing, and ensure specified product goes to site. 

·         Visit sites - and ensure specified product is being applied as per guidelines. 

·         Ensure that all visit data is captured in our CRM. 

·         Collaborative working with channel team will be required. 

·         Daily working norms: 6-8 customer visits per day. 

Note: Details about technical job responsibilities to be added by respective department heads/ line managers  

Key Performance Indicators  

·         Revenue-Topline - Secondary or Primary Sales Value (as applicable) - Top 4 (1mm+SLC+Flex+0.8mm)  

·         Product Mix / profitability - SLC Sales Value       

·         Distribution - NA

·         Distribution - No of Projects/OEM’s billed - Once-in-3-Months  

·         Process - Ensure PJP is made at beginning of month & followed (Self & Team): 6-7 calls / day OR 150 calls / month  

·         Behavioral - Ensuring Self + Team adherence to Merino Way of Selling  

Note: Specific KPI targets and details to be added by respective department heads/ line managers  

Internal Stakeholders  

External Stakeholders  

·                   Branch Manager  

·                   Regional Sales Manager  

·                   National Sales Head  

·                   Regional Marketing Manager  

·                   Specifiers  

·                   Industry Influencers  

·                   OEM’s/Dealers (as applicable)  

·                   End Customers   

Desired Position Qualification  

·         Knowledge of working with Contractor/Architects/ IDs/Builders

·         Should be from a related industry – Building material sector –  Paints / Sanitary / Electricals / Veneers / Laminates / Plywood / Windows / Doors etc. with a minimum industry experience of 5-6 years  

·         Cement or Steel industry candidates will not be suitable - since these are commodities  

·         Should have his 4-wheeler for commute

·         Must have handled a Team.  

·         Must have worked in the similar territory/ market  

·         Able to use analytics and advanced features on MS Excel  

·         Should know the local language – written & oral besides English which is a standard communication across the group  

Note: Specific position qualification requirements for e.g., well versed with xx technical software, to be added by respective department heads/ line managers  

Desired Education/ Skills Qualification  

·         Graduate, MBA preferred or equivalent (Sales & Marketing) 

·         Relevant experience of 10-14 years 

·         Should be strong on Relationship building skills and Communication skills.  

·         Pleasing and Confident Personality   

·         Team Management Skills  

·         A basic working knowledge of computers is required  

Note: Specific qualification requirements for e.g., certifications required etc. to be added by respective department heads/ line managers