Birla Opus Looking For ASM Institutional Manager – Dehradun at Dehradun, Uttarakhand, Full Time

Job Purpose: To identify major accounts in the assigned zone and develop long-term trusting relationships with Key personnel in those accounts. To drive demand generation activities for meeting the defined sales targets across various products.

KRA’s:

Market Research:

• Prepare and maintain database of Builders, Societies, Contractors, dealers in the territory. Track their current and future projects.
• Prepare and maintain database of large projects using paints supplied by competitor or who are potential customers.
• Prepare and maintain a list of all Govt institutions where registration would be required and start liasoining with them.
• Maintain awareness of new projects and tenders that are released across the territory

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 and projects to generate sale through referral.
• Establish contacts with all the large contractors involved in Govt, Re-painting and new projects.

Sales Planning & Execution:

• Prepare forecast of Government and Project sale (New and re-painting) 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 Project sales team 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
• Planning of stock inventory at all the respective depots as per forecasting.

Tender Management:

• Spot the right tenders and seek necessary 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 Zonal Inst Heads 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