1.PRINCIPAL ACCOUNTABILITIES:
List the expected end results that must be achieved in order to fulfil the job purpose and the activities that help in achieving these results-
EXPECTED END RESULTS
- Specification Target - Responsible for all aspects of the specification selling. Achieve specification target.
- Handling Product Segments / Categories - Major focus and holistic approach of segments / Categories specially in the Industrial Floorings system, Waterproofing, Concrete Repairs & Anchors, Grouts, Tiling Solution, and Ancillary products in major market segments.
- Approved Make list - Incorporate, ARDEX ENDURA in the Approved make/manufacturer’s List, in sectors wherever required. with Consultants, Architects, Clients, PSU and Industrial Key accounts
- Business Opportunity - Identify and map the untapped market and explore the Potential, and generated leads for Categories / Products through key specifiers accounts.
- Parato principles N80:20 - Regular touch base with topmost consultants /Architects, Strand Government, Clients for product / brand approval and Implementing all Segments / Categories /Construction Systems.
- Specification selling /Branding - Presenting, Promoting, Demonstrate and Preparing the submittals documents of the company’s full range of products /Categories in terms of Drafting Specification, BOQ, Technical Submittals to Consultant, Architects, Interior Designer, Key Accounts and Government Bodies
- Unique Specification- Focus on Specifying ARDEX ENDURA’s product portfolio as a UNIQUE SPECIFICATION / CLASS 1 SPECIFICATION incorporating in the tender documents.
- New Technologies /Patented products - Focus on Identifying the specifier for the implementation of ARDEX ENDURA’s New Technologies / Patented Product in the Specification
- Presentation - Dedicated INHOUSE Presentation shall be delivered to the Specifiers, External Event
- Conversion to Sales - Coordinating with the Sales Team for Specification tender, quote or bid for Specific contracting jobs and Sales Conversions.
- Breaking Competitor Specification - Collaborate closely with sales team to support them by Breaking the Competitor Specification and converting the specification in our favours.
- PSU Approvals - Investing time for Approvals & long-term business prospects with PSU Clients & Customer at Central and state Authorities.
- CRM - CRM with Sustainable Specifier to Build long term –Strategic partnerships & Specification Selling.
- MIS - Aware of Competitor’s market intelligence / Create and maintain high market awareness of our Company’s range of products in terms of External Events and Co Ordinationing with the team
- Review - Regular Reviews on monthly basic evaluate with Line Manager.
2.MAJOR REQUIREMENT :
- Required from Construction Chemical Background
- Strong hold with the Specifiers like Architects / Consultant /PSU/Clients etc
- Presenting Skills
- Knowledge on the Segments Flooring Industries
3. DIMENSIONS:
A. Specification Target
Specification Achieved: ______Cr (Evidence BOQS /TENDERS FLOATED Document to be submitted
i. General Specification: 60%
ii. Unique Specification: 15%
iii Conversion to Sales: 20%
iv Breaking Competitor Specification: 5%
B.Inhouse Presentation: 2 no’s / Month
C.Vendor Approval: Incorporate in the List of Makes – 10 Nos /PA (List has to be declared)
D.Vendor Approval: PSU
4. AGE : 30 - 40 years