Department: Decorative Sales
Position:
Position Location:
Hierarchy
Designation and grade Level:
Management Trainee All across India
Position Reporting to: Designation and grade Level: Reporting to Location:
Regional Sales Manager , Divisional Sales Manager All across India
Experience: Qualification:
Profile
Post graduate qualification in business
Fresher to 3 years administration with
experience in sales preferred
Purpose
The position would primarily be responsible for growth of retail business in the defined territory
Job
through creation, nurturing and management of dealer network and stakeholders comprising of
influencers and thereby achieving overall business objectives set out by the management.
Competencies Definition
Ability to develop strategies based on a deep understanding of the
business environment, market needs and global trends and
Think and Act Strategically effectively deploy strategy into strategic initiatives and actions,
while managing risks effectively.
Ability to plan and execute effectively, leveraging all possible
Execution Excellence
resources. Effectively balance goal achievement with process rigor.
Competencies Desired
Ability to develop innovative strategies that help to maintain the
Innovation led Change competitive edge, and leverage innovation as an opportunity to
lead change and transformation within the organization
Ability to leverage self and collective capabilities to work
seamlessly. Support and encourage cooperation across all the
Building High Performance Teams
teams. Ensure that team consistently delivers high performance to
the organization.
Focus on mapping the needs of colleagues and partners (internal
and external) and build highly effective relationships and network
Partnership Building
that bring customer delight at every step through fostering a spirit
of quality orientation and attitude of service
Demonstrate total ownership of an initiative or plan, and think and
Business acumen / act as a business leader, focusing on the strategic, commercial and
Entrepreneurship people side of the decisions. Demonstrate the larger techno-
commercial/business perspective in all thoughts and decisions
KANSAI NEROLAC PAINTS LIMITED
Nerolac House, GanpatraoKadam Marg, Lower Parel, Mumbai - 400 013. Tel: +91 22 2499 2500 ,www.nerolac.com
CIN : L24202MH1920PLC000825
Market Development
Planning and strategizing for depot geography for short term (1 year) as well as
long term (5 year) Key Performance Indicators
Quantitative
Analyze area level data to identify gaps and drive necessary Initiatives
1. Volume Achievement
Explore and open new dealer counters to expand the overall sustainable sale 2. Emulsion Volume
potential in the area. Increase participation. Achievement
Collect reliable information about business ecosystem/customer/area/ 3. CCD Machine Installation
competition for market mapping and sensitize the management. 4. Product Level Achievement
Revenue Responsibility 5. Collections
Delivering on value and volume for geography Qualitative
Prepare plan to achieve the assigned business objectives for the depot on a 1. Degrowing & OD Dealer
monthly level and work towards achievement of targets as per budget compliance
Assist dealers in achieving their overall sales target through regular visits, scheme 2. System compliance
communication and timely service. 3. New Dealer Opening
Ensure the growth of core products along with new and focused products 4. Performance Review
Channel Management
Implement channel initiatives schemes and ensure control measures
Track and solve dealer queries timely to maintain productive relationship
Dealing with big accounts (My Market)
Assist dealers in providing solution to his influencers as well as end consumers
for any complaints or queries
Ensure availability of material, services and promotional tools to the dealer
through co-ordination with other functions
Implement marketing plans, new launches, promotion, pricing, product mix &
distribution policies of the organization.
Investigate and resolve dealer level complaints within the defined timelines
Commercial Responsibility
Control entire accounting and audit related queries
Collecting receivables are per organizations norms and review of credit
worthiness of business associates and timely review of the same.
Influencer Management
Drive influencer loyalty programs as per the policies of the organization. Ensure
extension of benefits to influencers as per the defined loyalty program structure
Primary Responsibilities
Rapport building with key influencers/stakeholders, viz: painters, contractors,
builders, key accounts, interior designers, architects, etc and providing them with
technical knowhow.
Leading, Reporting and Integration
Leading a team of sales representatives to ensure achievement of business
objectives. Motivating, guiding & coaching the direct reportees to build a high
performance team
Monitoring team / depot performance by analysing dashboards (sales and
commercial) and taking necessary actions in concurrence with management
Ensuring hygiene factors, all organization policies and systems are implemented
as desired.
Review daily performance dashboard & leverage business communication
module
KANSAI NEROLAC PAINTS LIMITED
Nerolac House, GanpatraoKadam Marg, Lower Parel, Mumbai - 400 013. Tel: +91 22 2499 2500 ,www.nerolac.com
CIN : L24202MH1920PLC000825
Core Values (icare!) Key Brand Highlights
We firmly believe that it is not only the Strategic investments for a deeper connect
vision of where we wish to go which will Only company in the paint segment to have its own
form a cornerstone of all our further Brand Jingle
growth, but also our conviction to the fact
First company in the paint segment to have a brand
that the values based proposition has to
be the ultimate foundation of our ambassador for endorsement
business. To this end we consciously have Leader in Industrial Coatings (Automotive & Powder
internalized and been practicing these Coats)
values in all our business transactions: First company in the paint segment to tie up with IPL
thereby promoting fitness & sports
1. Integrity Pioneers in manufacturing lead free paint
2. Customer Focus Addressing fitness through healthy home paints
About Nerolac
3. Accountability
Launch of the coil coating range & construction
4. Respect
chemicals division
5. Entrepreneurial Mindset
6. Innovation Performance driven culture (Contest & Dashboards)
First company in the paint segment to migrate
successfully to GST
Embracing mobility & cloud platform
First company in paint segment to give digital assets
to the feet on street
Launched India’s first paint advisory on phone
Our core values represent an enthusiastic
Knowledge management application for frontline
group of people working together around
a single purpose, acknowledging and sales personnel
encouraging diversity as a group and Presence in adjacent markets through subsidiaries in
showcasing irreverence in innovation Srilanka, Nepal & Bangladesh
Management’s Expectations
Visits
Spend 14-15 days in a month in the market with a minimum of 6 visits per day.
People Management
Recruiting, mentoring, coaching, allocating areas, providing system inputs and training Sales Frontliners
Monitoring team / depot performance by analyzing dashboards (sales and commercial) and taking necessary actions as
and when required in concurrence with management
Systems
Optimize Zusage
Monitor & review daily territory dashboard & reports from BIW
Executing BTL module (ZMarket) as fixed for the financial year (maximize visibility through product displays, POS, sign
boards)
Ensuring hygiene factors, all organization policies and systems are implemented as desired.
KANSAI NEROLAC PAINTS LIMITED
Nerolac House, GanpatraoKadam Marg, Lower Parel, Mumbai - 400 013. Tel: +91 22 2499 2500 ,www.nerolac.com
CIN : L24202MH1920PLC000825
*The above statements are intended to describe the general nature and level of work being
performed by an employee assigned to the jobs of Front Line Sales Personnel. The job descriptions
are not intended to be an exhaustive list of all responsibilities, duties and skills required of an
employee so classified.
Relationships
External Internal
Decorative Customers Technical (R & D)
Key Influencers (Painters, Contractors & Architects) Commercial
General Industrial Customers Marketing
Wood Finishes Customers Supply Chain
Call Center Human Resources
Information Technology
Culture @ Kansai Nerolac !
KNPL is committed to excellence in all aspects of its activities. We believe in offering careers and
not just jobs. We have adopted a 4 P formula for recruitment with the Ps denoting Performance,
Potential, Passion and Patience. All HR processes are driven by well defined Competencies.
Nerolac Paints is a vibrant organisation buzzing with high energy with a number of initiatives
undertaken are both strategic and operational in nature. We promise an environment of
Innovation & transparency which will help foster learning, contribution to larger purpose,
challenging work and meaningful conversations.
At Nerolac, all the employees are treated as family members who bind each employee with one
another.
KANSAI NEROLAC PAINTS LIMITED
Nerolac House, GanpatraoKadam Marg, Lower Parel, Mumbai - 400 013. Tel: +91 22 2499 2500 ,www.nerolac.com
CIN : L24202MH1920PLC000825
100 Colorful Years
Kansai Nerolac Paints Limited (KNPL), formerly known as GoodlassNerolac Paints Ltd. with headquarters
in Mumbai, was established in 1920. With a 100 colorful years of strong presence in the paint industry,
KNPL offers a comprehensive range of products both in Industrial and Decorative businesses. Over the
years, company has enjoyed market leadership in industrial and powder coatings with a clear dominance
in automobile segment and good standing in architectural coating business.
We are a part of the multi-billion dollar group Kansai Paints Japan, which ranks in the top 10 paint
companies in the world. We have 6 geographically spread manufacturing facilities and 1 new production
facility is being created at Vizag.
Company Resources / Social Media Presence
For more information on Nerolac, please visit our Website : https://www.nerolac.com/
For information on our Parent organization, pleaase visit : http://www.kansai.com/
Twitter : https://twitter.com/Nerolac_Paints
Facebook: https://www.facebook.com/NerolacPaints.India/
Videos: https://www.youtube.com/channel/UC9ek5qZ1resjh0FqSbw9JMg
Careers @ KNPL
KANSAI NEROLAC PAINTS LIMITED
Nerolac House, GanpatraoKadam Marg, Lower Parel, Mumbai - 400 013. Tel: +91 22 2499 2500 ,www.nerolac.com
CIN : L24202MH1920PLC000825
