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Territory Sales Manager - Graphics

atma.io

atma.io

Sales & Business Development
Gurugram, Haryana, India
Posted on Saturday, June 22, 2024

Company Description

Avery Dennison Corporation (NYSE: AVY) is a global materials science and digital identification solutions company that provides branding and information labeling solutions, including pressure-sensitive materials, radio-frequency identification (RFID) inlays and tags, and a variety of converted products and solutions. The company designs and manufactures a wide range of labeling and functional materials that enhance branded packaging, carry or display information that connects the physical and the digital, and improve customers’ product performance. The company serves an array of industries worldwide, including home and personal care, apparel, e-commerce, logistics, food and grocery, pharmaceuticals and automotive. The company employs approximately 36,000 employees in more than 50 countries. Reported sales in 2022 were $9.0 billion. Learn more at www.averydennison.com.

Job Description

The Territory Sales Manager is assigned with the responsibility of identifying, establishing & managing the relationship with Distributors, Resellers, Converters & Printers and influencers of the industry.

Should have expert knowledge of the products responsible and a good understanding of the service offerings.

Have in-depth knowledge of customer's needs and sharpened competitive knowledge and market trends. Works with all levels of customer management and develops long-term positive customer relationships, building loyalty and confidence in Avery Dennison as a preferred supplier. Is able to plan, assign work, motivate and coach the team while assuming responsibility for results of the team.

Key Competencies:

Analytical & Articulate

Hard Working & Proactive

Self-Starter & Motivated

Ability of Multitasking & handling all round expectations

Persistent, Process Oriented & care for Values & Ethics

Team leader who can lead by example

Should be proficient in Excel & PowerPoint

Good Written & Verbal Communication Skills in English

Results and Growth

• Territory Sales Manager will be responsible to achieve the planned Topline & TP targets (in % as well as absolute terms) as per AOP / IOP for the designated geography.

• Continuously work to achieve planned month wise Customer wise, Products wise annual agreed targets & desired account share & market share targets.

• This is a result oriented role in terms of Distribution Management & Revenue Growth where candidate will be also responsible for the performance delivery from all Distributors, Resellers.

• Create revenue strategies, account plans and business processes for dedicated account management & delivery on revenue targets.

Sales & Distribution Management

• Contribute actively to the annual Sales planning for the region & plan for expansion of the region and conversion of the difficult or Competition aligned converters, Printers and resellers to Avery Dennison.

• Market approach should be to drive & monitor secondary sales across Distributors /Resellers as per month targets.

• Responsible for conducting monthly reviews with all distributors to evaluate performance both on primary & secondary sales end and drive timely actions if something is amiss.

• Drive business health through metrics like new accounts opened, account share, market share, portfolio growth, DSO etc. Work on ensuring Minimum 95% collection MOM & timely settlement of customer claims if any.

• Recommend expansion and business growth strategies & will have to play an active role in negotiating & closing all complex deals.

• Monthly Sales forecasting for active inventory planning & anticipate unfavorable variance in sales and provide inputs and follow-up actions to prevent/close the gap.

• Work on achieving the desired distribution reach by appointing State wise distributors as well as Resellers in all major “A” & “B” class towns and ensuring growth at individual Distributor / Resellers level year on year.

• Develop & build strong relationships with customers at all levels & maintain optimum call cycles to build customer relationships.

• Proactively identify Professional Education / products understanding gaps of Distributors and their people , work out ways to fulfill these needs through awareness programs, product portfolio sessions.

• Geographical expansion of the designated territory by correct mapping of the area potential & customers .

• Engaging with top converters of the North region & work towards identifying & catering existing & new end-users for signage & corporate branding opportunities.

• Improve forecasting process basis understanding of all projects & their requirements for better inventory turns & minimize airfreight expenses.

• Identify gaps in product offerings & continuously work on developing the right products for the markets along with the Product management team & NPD by sharing the right inputs & appropriate business cases.

Opportunity Management

• Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of early wins in the Opportunity pipeline reviews.

• Continuously develop the account to ensure repeat business combined with a proactive focus on developing new end-user business opportunities.

• Should maintain an opportunity pipeline 3 X the planned revenue as per AOP in SFDC & should conduct timely review on all opportunities for early closures. Minimize the Avg. Days to close & maximize hit rate for all opportunities in SFDC.

Pricing / Profitability Management

• Should be able to derive best prices for both Primary & Secondary sales in order to meet the targeted TP % as per AOP.

• Should be able to effectively use Product mix improvement plans & value selling to maximize ASP & Margins.

• Should also be able to monitor distributor secondary pricing without directly interfering in it to keep our offerings competitive in the marketplace.

Qualifications

• Graduate ( Engineering/ MBA qualification preferred ).

• 6-10 years related end to end sales management management experience at a company having exposure in adhesives, self adhesive media, specialty lubricants, tapes, industrial lighting, led module, selling large format printing machines /inks etc.

• Knowledge of English, Hindi & regional languages is a must.

• Ability to work in fast paced environment & able to keep pace with growth expectations

• Excellent verbal - written communication & interpersonal skills.

• Self-motivated, adaptable & Self-starter who delivers with zero supervision.

Additional Information

Corporate Ethics

  • Maintain a responsible and ethical approach while actively pursuing business outcomes.
  • Conduct business within ethics and values expressed as per AD code of conduct.
  • Relationship with customers based on high ethical standards as per organizational code of conduct.