Prashant Prakash Yacham

Key Result Areas

• To develop and achieve the Area Annual Sales Plan.
• To ensure achievement of value target in different product categories (Architectural Hardware, Furniture fittings, Glass fittings, Kitchen fittings and Sliding Fittings
• To ensure secondary sales, range selling and establishment of new products
• Appointment of Dealers and Franchisee in non-represented areas.
• To achieve the value target in new products
• To ensure Market Development and Demand Generation activity for influencers and users
• Execution of an effective Way of working (WOW) and a CRM through Sales Executives/ Sr. Executive/Territory Managers

Key Functions

Strategic

• To create Area budget in coordination with Reporting manager
• To work closely with the Sales Team to ensure that all Sales strategies are effectively implemented and executed on ground
• To review sales performance data to identify issues/opportunities. Develop and execute action plans to fix issues and improve sales processes
• To analyze markets dynamics, competition behavior and executing strategies to capture market share

Business development

• To get the team members to focus on Secondary Sales through architects and interior contractors in order to generate demand
• To monitor new product introductions by competitors, sales strategies and schemes.
• Engagement with Architects and interior Designers for trainings, specification and lead generation
• To Conduct regular training of carpenters and Partner’s sales person

Channel Management

• To conduct Dealer Competency Mapping in terms of Financial position, reach and business growth
• To create partner relationships as required and maintain/ sustain healthy partner relationships
• To periodically monitor performance of Dealers /Distributors and Franchisee partners
• To keep track of any potential franchisees partners and appoint Franchisee
• To appoint new partners in non-represented areas as per policies of the company

People Development

• Coaching and mentoring of ASMs/MEs ( Team Size-16+3 ) to acquire selling skills and relation building
• Regular reviews of performance and development needs for ASMs and SEs
• Increasing productivity of ME/SEs by their capability building
• Identify weak areas of team members and empower them to overcome things
• Track productivity of ME/SE per day in terms of secondary and A class outlet participation in business

Sales Operations

• Handling channel base of 205 distributors, 3000 retailers with monthly revenue of 3 Crores
• Implement defined sales strategy for territory
• Ensure achievement of sales target for each Segment and Product in assigned territory through regular follow up with all channel partners
• Ensure ME/SEs are adhering to Personal Journey Plan (PJP) and meeting daily set targets in terms of meetings with channel partners, customers, potential customers and influencers
• Ensure prompt supply on time to channel partners and Direct fleets
• Provide required information and advice on products and other details
• Ensure regular relationship building with all Channel partners
• Ensure prompt response to all customer queries and mails
• Meet prospective channel partners and direct customers to demonstrate products, explain product features, and solicit orders
• Prepare sales presentations / pitch to potential customers on product offerings
• Ensure timely collection from all CPS and ensure they are adhering to credit policy

Inventory Management and Logistics

• Ensure smooth Coordination of team members with internal Logistics / CFA s / Transportation for ensuring timely supply to customers / channel partners
• Monitoring Follow up with transporter to ensure timely dispatch and delivery of goods to Dealers and Direct fleets

Brand Building Initiatives

• Implement BTL plan and branding initiatives for territory and provide support as required to Regional/national initiatives
• Ensure that branding initiatives for channel partners and customers are implemented at site
• Organize and Plan shop meets of influencers to provide communication about various product offerings from JK Cement Ltd