KEY RESULT AREAS
1 Achieve assigned sales targets for the year and expected growth over last year's sales for
project sales
2 Convert maximum project enquiries/BOQs in to PO/ Orders- II. No. of customer meetings
planned/done in a year- Quantification required
3 Promote FIL products and bring maximum no. of builders to FIL's fold, by increasing project
coverage & depth-Quantification required
4 Close maximum project orders for the entire product basket with minimum POCR-
Quantification required
MAJOR ACTIVITIES
Appointing new project dealers for project expansion & penetration Deployment of dedicated
project sales person w.r.t numbers & locations- Quantification required
1 Targeting Mass Sales for Assigned Area from Projects.
To identify opportunities and develop relationships with Builders/MEPs/Architects and focus on
ongoing, new upcoming projects in
housing/construction and even infra projects Analyzing, identifying and developing relationships
with new channel partners, as well as overseeing their integration
2 Achieve the Sales Target for Designated Area.
To achieve the sales targets monthly, quarterly and annually, set by management for the
assigned area for projects.
3 Product Awareness
To launch new products by conducting meetings and to bring awareness about product
properties, advantages and Application areas To conduct Builders/contractors/ Influencers
(Engineers, Applicators) meet for motivating, educating
And increasing awareness on product, application procedures Putting up POCR requests to HO
and submitting quotations to builders and
procuring max BOQs from builders. End to end solutions for any builders' site problems, if any,
through coordination with QC/Production.
4 Sales Promotions.
To Manage Sales promotion activities i.e all ATL and BTL activities with builders at their
offices/site/ IPA/Credit and related exhibitions/seminars
Work with the marketing team to develop channel marketing plans, providing feedback and
evaluating success of such plans. Ensuring implementation of effective strategies to maximize
sales from builders/ contractors segment Communicating various technical/commercial
proposals, plant visits etc with builders/contractors. Monthly reporting on sales KPIs within
channel partners, working to sales and revenue targets as set by the Sales Head
5 Relationship Management
Maintain relationship with builders/MEPs/Contractors/Architects by providing support,
information and guidance Special sales promo activities like tickets (movie/matches), plant
visits, gatherings, sponsoring their group meeting etc Work closely with al
business departments to encourage cross-selling culture
6 MIS Maintenance
Building and maintaining a database for all segments. Preparing and sending quotes and
proposals through Projects Collecting data in given formats & updating same to their Reporting
head Keeping up to date info on products, schemes/tours, pricing, etc of Major competitors
meant for builders/ MEPs
KEY DECISIONS
Decisions made by holder
1 Sales promotion activities i.e all ATL and BTL activities with builders
2 launch new products by conducting meetings and to bring awareness about product
properties
3 identify opportunities and develop relationships with Builders
Recommendations made by holder
1 Keeping up to date info on products, schemes/tours, pricing, etc
2 Special sales promo activities like tickets (movie/matches), plant visits
3 End to end solutions for any builders' site problems.
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