Project Sales Executive

Job Responsibilities

Long Description

Short Description

Job Purpose

The purpose of this job is to assist the execution of the Large projects (>=5000L top coats per site) strategy for the country working on lead generation and driving conversion of project site, working with the project customers, to deliver defined revenue, volume, mix and CM%. The role is responsible for 100% usage of all sales tools – CRM, etc. as rolled-out by the BU and global team and ensure adherence to defined processes. The job role must work closely with the Key Account Managers to understand the potential leads, ensure conversion of and deliver defined services for the identified Key Account projects assigned to the team. The job role will also be responsible for building a pipeline of non-Key Accounts, customers, and driving the conversion of the pipeline thereafter. The Sales Rep, projects should have a strong understanding of the margin and mix delivery targets to ensure proper pricing quotations are generated leading to defined margin and mix delivery.

Key Accountabilities

• Responsible for the delivery of the Revenue and CM targets for their respective geography or territory
• Ensure that 80% of the revenue is achieved from the identified from identified project of Key Account Customers
• Ensure 100% usage of all sales tools like CRM, etc. which are rolled out by the BU team, for both Key Accounts and Non – Key Account customer management and servicing
• Ensure adherence to the processes account customers, site validation for all Key and Non- Key account sites, sampling & preview services, quotations etc.
• Ensure adherence to defined depot tinting processes for Professional Business to service the customer’s project sites
• Ensure robust pipeline generation as per defined norms in CRM to support the demand planning process with proper status updates of projects
• Closely work with the Key Accounts Manager to take over the leads, drive conversion of sites and ensure servicing of the sites to deliver 80% revenue target
• Work with the Non -Key account customers to for active conversion of their projects to deliver the balance 20% revenue targets in the assigned geography assigned
• Ensure robust pipeline generation as per defined norms in CRM to support the demand planning process with proper status updates of projects
• Closely work with the Key Accounts Manager to take over the leads, drive conversion of sites and ensure servicing of the sites to deliver 80% revenue target
• Work with the Non -Key account customers to for active conversion of their projects to deliver the balance 20% revenue targets in the assigned geography assigned

Key Activities

• Identify, set up, and grow customers (Non – Key Accounts) as per the defined strategic intent
• Leverage and grow business from the key customer segments - government, private builders, large contractors and applicators
• Manage relationship with the internal stakeholders - Key Account Managers, Technical services, and Specification team for ensuring best in class service to the customers
• Support Small & Medium projects for the customers in the assigned geography in coordination with Sales Managers/ MDO / Painter Representative teams
• Ensure periodic training on product, sustainability, tools, processes (wherever required) with help from Sales Manager, Projects Sales Excellence and Brand Marketing teams
• Roll out all product and application training programs to large painters working with the Manager Painter engagement
• Responsible for management of all Key Accounts leads in the CRM
• Conduct jointly with the Sales Manager, Projects, periodical business reviews with the customers, identify business opportunities and vulnerabilities and take actions to close the gaps
• Participate in the fortnightly/ monthly professional business reviews
• Drive pipeline conversion and generate forecasts for the Sales Manager, Projects to feed into the demand plan
• Escalate issues (if any) to the country and BU commercial meetings

Experience

• University degree with at least 3-5 years of B2B (must) sales experience
• Should possess the ability to work with stakeholders and customers, identify customer needs and seek help to close business decisions
• Must be a self-starter, highly organized with good relationship skills; ability to multi-task effectively and interact with cross functional teams when necessary
• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
• Know how on Microsoft Office skills (Excel, PowerPoint and Word)

Education

University degree with at least 3-5 years of B2B (must) sales experience

Competencies