Zonal Institutional Manager

Job Description

JOB PURPOSE:To identify major accounts in the assigned zone and develop long-term trusting relationships with Key personnel inthose accounts. To drive demand generation activities for meeting the defined sales targets across various products.Key Result Areas Supporting Actions:Market Research
• Prepare and maintain database of manufacturers in the zone
• who purchasing products from competitor or who are
• potential customers.
• Prepare and maintain database of large projects using paints
• supplied by competitor or who are potential customers.
• Maintain awareness of new tender released across the zone
Business Development
• Participate in suitable Events / Seminars hosting large
• manufactures and project heads and establish contacts with
• key decision makers
• Establish contacts with influencers of large manufacturers
Sales Planning & Execution
• Prepare forecast of Government and Project sale for the zone
• Prepare BD pipeline and track every stage of sales lifecycle
• (viz. introduction, presentation, enquiry, quotation, closure).
• Plan activities to drive government and project sales
• Allocate projects to the Area Relationship Manager for
• follow-up and tracking of project sales. Support them in final
• negotiations on annual rate contracts.
• Follow-up for sale closure. Provide referrals / testimonials,
• where required
Tender Management
• Spot the right tenders and seek neccessary approvals for
• submission of the same.
• Prepare the Bid document while ensuring that the
• information being submitted is complete and accurate, along
• with necessary supporting documents and certificates, while
• meeting the tender requirements
• Seek Managements approval on the commitment as well as
• the pricing
• Ensure timely submission of the bid and update the database.
• Provide contract document and security deposit to tender
• inviting authority if required
Customer Experience and RelationshipManagement
• Ensure timely resolution of customer complaints to the best
• of customers satisfaction.
• Closely work with marketing and R&D team to give the
• feedback from the market
• Ensure timely refund / replacements of damaged goods
Commercial Management and ProcessEfficiency
• Co-ordinate with Commercials team to raise sales invoice
• Follow up with the customers for timely payment as per
• credit terms
• Ensure adherence to sales process & system requirements
• People Development and Management
• Provide functional expertise and mentoring to SSOs
• Set performance expectations, review SSOs performance and
• provide constructive feedback
• Identify training needs for SSOs and ensure the execution of
• the required training programs in a timely manner
• Enable implementation of new systems and IT projects,
• ensuring compliance with all relevant processes and
• standards in the assigned state
• Differentiate performance and reward high performers,
• thereby building high performance work culture

Keyskills :
marketingsales