Shaw Contract - Sales Account Manager (7-10 yrs)

Job Description: Sales Account Manager

Company: Shaw Contract

Location: New Delhi, Delhi, India

Experience: Minimum of 7 Years in Sales Management

Job Type: Full-Time

About Shaw Contract:

Shaw Contract is a leading global provider of high-performing and sustainable flooring solutions for commercial environments. We are committed to design excellence, innovation, and creating spaces that inspire. As a part of Shaw Industries, a Berkshire Hathaway company, we offer a strong foundation and a commitment to our associates and customers.

Job Objective:

The Sales Account Manager for North India is responsible for driving the development and performance of all sales activities within the designated region. This role involves strategically directing service providers, dealers, and their respective sales teams, providing strong leadership to achieve ambitious profitability and growth targets aligned with Shaw Contract's vision and core values. The Sales Account Manager will be instrumental in establishing and implementing effective plans and strategies to significantly expand our customer base within the North India market, while also contributing to the development of comprehensive training programs for our partners.

Responsibilities:

- Strategic Business Planning: Develop and implement a comprehensive business plan and sales strategy specifically tailored for the North India market. This plan should clearly outline actionable steps to achieve company sales goals, profitability targets, and market share growth.

- Service Provider & Dealer Management: Assume full responsibility for the performance and professional development of Shaw Contract's service providers and dealer network within North India. This includes setting performance expectations, providing ongoing support, and fostering strong, collaborative relationships.

- Sales Lead Generation & Prospecting: Proactively prepare and execute action plans focused on the effective identification and pursuit of new sales leads and prospects within the target market segments.

- Market Penetration Strategies: Initiate and coordinate the development of targeted action plans aimed at successfully penetrating new market segments and expanding Shaw Contract's presence across North India.

- Marketing Plan Support: Collaborate with the marketing team to assist in the development and implementation of regional marketing plans and initiatives as required to support sales objectives.

- Communication & Training Enhancement: Actively work to build more effective communication channels with service providers and dealers. This includes proactively identifying their training and development needs and providing valuable insights to the company for continuous improvement of support programs.

- Pricing & Margin Management: Provide timely, accurate, and competitive pricing proposals for all prospective applications, ensuring adherence to pricing guidelines and striving to maintain profitable margins while securing business opportunities.

- Sales Activity Reporting & Record Keeping: Maintain meticulous and accurate records of all pricing activities, sales transactions, and other relevant sales activity reports as required by the company.

- Proposal Development & Presentations: Create compelling and persuasive proposal presentations and effectively manage the development and submission of responses to Requests for Proposals (RFPs).

- Budget Management: Diligently control and manage sales-related expenses within the allocated budget guidelines to ensure cost-effectiveness and financial responsibility.

- Policy Compliance & Ethical Conduct: Strictly adhere to all company policies, procedures, and business ethics codes. Ensure that these standards are clearly communicated and consistently implemented within the service provider and dealer network.

- Client Debriefs & Relationship Building: Arrange and actively participate in both internal and external client debrief sessions to gather feedback and strengthen relationships.

- Key Account Management: Develop and nurture trusted and long-lasting relationships with key accounts and strategic customers within the North India region.

Job Specifications:

- Minimum of 7 years of experience in sales management, with a demonstrable track record of success in achieving and exceeding sales targets.

- Proven experience working with a dealer network, and a strong understanding of managing relationships and driving performance through indirect sales channels.

- Experience in engaging with Architects & Designers (A&D) and End Users to influence specification and build strong relationships within the design community.

- Experience working with large, complex organizations and navigating their procurement processes.

- Extensive experience in all aspects of Supplier Relationship Management (SRM), including onboarding, performance management, and conflict resolution.

- Strong understanding of customer and market dynamics and requirements within the North India region.

- Willingness to travel extensively within North India and potentially collaborate with a global team of professionals.

- Proven leadership skills with the ability to effectively motivate, coach, and drive sales teams (both direct and indirect) to achieve outstanding results.

- Excellent communication, presentation, and interpersonal skills with the ability to build rapport and influence stakeholders at all levels. -

- Strong negotiation and closing skills with a proven ability to secure profitable deals. -

- Excellent organizational and time management skills with the ability to prioritize tasks and manage multiple responsibilities effectively.

- Proficiency in using CRM software and other sales-related tools for tracking progress and managing customer relationships. -

- A Bachelor's degree in Business Administration, Marketing, or a related field is preferred.

Skills:

- Sales Management: Expertise in developing and executing sales strategies, managing sales teams, and achieving sales targets.

- Dealer Network Management: Proven ability to build, manage, and optimize performance within a dealer network.

- Supplier Relationship Management (SRM): Deep understanding of SRM principles and practices.

- Market Analysis: Ability to analyze market trends, identify opportunities, and develop effective market penetration strategies.

- Financial Acumen: Understanding of pricing strategies, profitability management, and budget control.

- Presentation Skills: Ability to create and deliver compelling sales presentations.

- Negotiation Skills: Proven ability to negotiate effectively and close deals.

- Leadership: Ability to inspire, motivate, and guide sales teams.

- Communication: Excellent verbal and written communication skills.

- Interpersonal Skills: Ability to build strong relationships with customers, partners, and internal teams.

- Strategic Thinking: Ability to develop long-term plans and strategies.

- Problem-Solving: Ability to identify and resolve sales-related challenges.

- Results-Oriented: Strong focus on achieving and exceeding sales targets.

- Customer-Focused: Dedication to understanding and meeting customer needs.

- Adaptability: Ability to adapt to changing market conditions and customer requirements.

Experience: Minimum of 7 years of experience in sales management.

Location: New Delhi, Delhi, India