EXECUTIVE I

Role Identifier

Job Title

Executive I/II Sales Engineering-WP

Department

Project Sales

Reporting to

Area Manager – Project Sales

(Waterproofing)

Grade

Sales Officers/Level I/II

Jobs Reporting Into

None

Location /

Unit

PAN India

Role Description

Job Purpose

The position is that of frontline sales personnel who would primarily be responsible for growth and penetration of waterproofing products in project sales segments in defined geography through lead conversions and product trainings to various stake holders like applicators, contractors and thereby achieving overall business objectives

Primary Responsibilities

Business Responsibility Areas

(Please detail out at least 8-10 responsibility areas)

Key Performance Indicators

Business objectives
• Identify, index and review market potential for waterproofing products in Project Sales (Geography and Key Accounts)
• Generate leads through direct project site visits and various stakeholders like Project Sales Officers Applicators and Dealers
• Conduct site inspection based on leads and make proposals including sampling to convert sites
• Focus on product mix and ensure product addition in Basic Order Quantity (BOQ) of the site

Technical Assistance
• Provide technical assistance pre and post sales at the project sites related to waterproofing products
• Undertake on-site sampling for waterproofing products to build customer confidence

Market Development
• Identify and engage with set of medium to large waterproofing applicators, consultants etc. for the purpose of market expansion and upgradation
• Build long term relationship with the identified set of stakeholders through regular product training and on-site assistance
• Value Target for Waterproofing Products in Project Sales
• Minimum product level value targets
• Stakeholder level value targets
• Product training plan compliance
• Brief about products and systems with Specifiers and Consultants to generate business

Training
• Identify and train Project Sales Applicators on practical application of waterproofing products at regular intervals
• Coordinate with Marketing function to send out collaterals and relevant training material to the Applicators

Market Intelligence
• Assist Marketing function in conducting product trials and building inferences on APL product strength vis-à-vis products in the market
• Identify non-APL business stakeholders and take measures to convert to APL account through product demonstration initiatives
• Integrate with Research and Technology function for new product development based on feedback of product trends in the market

Scope of Work

a) Financial Scope

(Range of financial spend):

None

b) People Management

Scope (Range of no. of Direct/ Indirect Reports):

None

c) Geography Coverage

(Country-wide/ State- wide / Area-wide)

Based on scope of work

d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-

function-wide / Other):

Project Sales

Key Interactions

Internal

Marketing, Research and Technology, Project Sales, Services and Retail team

External

Dealers, Applicators, Contractors, Builders, Architects, Consultants, Engineers, Government agencies

Role Requirements / Specifications

Qualifications

Essential
• B.E / B. Tech (Civil) from Tier III/IV Engineering institutes;
• Other graduation qualifications to be considered only in cases where relevant experience is found suitable
• Minimum of 50% marks throughout education without any backlogs
• Graduation must be through a full time course

Desired
• NA

Previous Experience

Desired
• 1-3 years' experience preferable in Civil construction / chemicals company (Techno-commercial roles), Waterproofing experience

preferred

Functional Competencies
• Civil Construction knowledge
• Product knowledge on construction chemicals and waterproofing products

Behavioral Competencies
• Planning and result orientation
• Negotiation skills
• Communication skills- verbal and written

Additional Requirements
• Role involves visiting project sites which requires extensive travelling
• Applicant should be mobile pan India as the said role is transferrable in nature.
• Proficiency with MS – Office, in particular MS – Excel is mandatory.
• Age to be less than 26 (in case of fresher)

Document Details

Written By

Durga Prasad Dutta / Ankita Vig

Date

22.05.2017

Validated By

Deepak Pandey

Date

22.05.2017

Approved By

Date