PRINCIPLE ACCOUNTABILITIES:
Strategic sales planning –
Provide inputs to the Internal Teams to support the development of strategic initiatives in order to achieve the business targets from the territory and key accounts
Understand and effectively communicate Uniacoustic's value proposition to its institutional customers and influencers
Analyze and evaluate assigned territories regarding sales trends, key residential, commercial and hospitality projects and competition in order to protect existing sales and maximize future sales opportunities.
Business Planning –
Support the formulation of annual business & operating plan for the area by providing inputs on the pipelines for key accounts in the respective territory
Map the territory targets cascaded from the area targets onto the key accounts (on an annual, monthly and weekly basis)
Report the achievement of targets and budgets on a monthly basis
Relationship building & maintenance -
Establish and build strong client relationships over time that allow for continuity and ongoing representation reinforced by sales support & delivery
Visit key accounts on a monthly / weekly / daily basis depending on the workings for current ongoing or future projects
Build strong connect with influencers (architects, pmc's, gc's, interior designers, project consultants etc.) and meet them regularly in order to motivate them towards recommending Uniacoustic products
Collect BOQs from architects / contractors / PMCs and prepare & submit bids on time with product options
Meet the concerned purchase / commercial personnel from the client end to understand the budget, competitor quotes and rework quotations, if required. Also, support the negotiations
Present samples and meet the client with dealers to close the deals
Understand and escalate the pain points of the customers within the Uniacoustic eco-system
New customer acquisition -
Generate leads through existing relationships with key accounts, interaction with internal & external consultants / contractors, prop equity database, dealers and cold calls
After identifying new clients, establish contact with them
Map Uniacoustic products to customer needs and submit bids. Provide support in negotiations with new clients
Order processing and tracking -
Post deal closure, generate or check all documents (PO, per forma invoice etc.)
Provide forecast to sales coordinators as per site requirements and track schedule to ensure on time supply
Monitor any changes in the site requirements and update the forecast accordingly
Visit project sites regularly to meet project managers, consultants and site engineers in order to discuss project progress, update on supply schedule and any technical assistance required
Coordinate with dealers and other internal functions (sales, admin, product, legal, finance etc.) to resolve customer enquiries and issues
Escalate any potential risks or delays
Ensure timely collections from project clients and payments to dealers
Internal and External Operations -
Build strong relations with specifiers (architects, interior designers, project consultants) to influence technical specifications and with dealers to ensure order fulfilment
Attend company sales meetings and trade or industry meetings, shows, conventions to increase knowledge of Uniacoustic products
Coordinate with sales operations, marketing and finance team to fulfil customer requirements and escalate issues within sales team to mitigate any prospective delays
