Professional Sales Officer is responsible for achievement of business development targets/objectives as agreed with the SO’s direct manager
S/He will be responsible for Contractor Key Accounts Management and business delivery through identified (approved by SOM) Key Accounts.
S/He will be responsible for all site level management activities- extending AN products at new sites, negotiation with applicators and customers, sampling and preview services etc.
S/He will be responsible for building applicator engagement through Colour Merchants, new registrations etc.
The Professional Sales Officer shall work closely with the Geography Sales Officers, Market Development Officers and the Customer Service Officer (if present) in the Depot to deliver outstanding customer service to Professional accounts
Key / Principal Objectives
Complete handling of Colour Merchants program with contractors. (Ensure regular engagement with CM contractors, enrolment of new contractors, revival of inactive contractors etc)
Delivery of business growth through existing Painting Contractors
Deliver high standards of customer service through regular visits, contractor engagements and site management
Deliver professional territory productivity as per defined norms
Provide information on competitors’ activities (contractor schemes, competing products, new products introduction, specifier engagement, site management initiatives etc.)
Site & Contractor Management:
Ensure that contractors provide an appropriate service (as per service level agreement) to the customers/ sites
Ensure billing of AN products at professional sites. Usage of new products introduced by AN.
Ensure site level negotiations with customers regarding product and shade choices, delivery timelines etc.
Contractor Management - Communicate all contractor schemes as and when announced. Engage with all existing and new contractors through Colour Merchant. Own CM in the territory.
Deliver Value per contractor target as per defined norm
Ensure robust pipeline in all segments based on targets & conversion ratio.
Providing technical support at sites. Ensure site supervision.
Commercial Transactions :
Coordinate for pricing management at all professional sites / contractors with Geography team.
Payment collection from all direct professional accounts (Regular & ODOS). Ensure blank cheques from all direct accounts in the depot.
Monthly Account reconciliation and Quarterly balance confirmation from all direct accounts
Administrative / Processes:
Journey planning as per norms& adherence
Propose amendments to visit frequencies to Area/ Business Development Manager
Provide all relevant or requested information to ADM/ BDM
Ensuring site and contractor registrations in system as per defined processes
Ensure contractor gifts disbursements
Ensure pipeline updation & management in CRM system regularly.