Area Sales Manager – East Kolkata , Graphics Avery Dennison- Kolkata, West Bengal

Avery Dennison (NYSE: AVY) is a global leader in pressure-sensitive and functional materials and labeling solutions for the retail apparel market. The company’s applications and technologies are an integral part of products used in every major industry. With operations in more than 50 countries and more than 25,000 employees worldwide, Avery Dennison serves customers in the consumer packaging, graphical display, logistics, apparel, industrial and healthcare industries. Headquartered in Glendale, California, the company reported sales of $7 billion in 2017. Learn more at www.averydennison.com

Job Description

Sales Management & Business Development:

• You are expected to manage & meet the Sales Targets Customer wise / Products wise month on month as per AOP.
• You should manage & keep track of primary and secondary sales customers wise & work towards achieving the targeted growth

across all customers.

• Should work on maximising the market Share & account share by driving the targeted Share gain targets.
• Work With Converters & end Users where ever applicable to manage business opportunities & create the right opportunity pipeline

to meet the targeted business growth targets.

• Work with prospective customers to identify unmet needs, implement initiatives to meet those needs.
• Work on building distribution gap by appointing right no. of distributors, Resellers & authorised converters in the market which is

required for building the targeted business.

• Should be able to build & maintain relationships with

Customer Responsiveness:

• Leads the implementation of latest tools, processes to effectively drive Sales & Customer management. Example – SFDC, Gold Lite & Key

Account Management.

• Should be able to build & maintain relationships with Digital ,Sign & Petroleum Converters and resellers of the territory and other stake

holders of the eco system and continuously work on growing the connect.

• Continuously explores opportunities for driving higher efficiency & output keeping the customer responsiveness goal in mind. Strives to

conceptualize & implement new processes, systems to meet this objective. For example, leverage the ELS platform

• Customer Complaints: Ensures that all customer complaints are attended to & closed promptly in line with the defined target for the year.

All internal actions are taken to meet the complaint closure goal

Receivables Management:

• Meet the Receivable Targets for the area in coordination with the finance team.
• Ensure updation of Customer Data base in the system from time to time & will also be responsible Quarterly reconciliation key customers

account in association with finance team.

• Will be responsible for provisioning of all Samples, any other claims with financial impact seeking
• Required approvals in time & will be responsible for getting all applicable C/N issued.
• Should be responsible for sharing the right inputs for any customer account financial health so as to minimise the risk of loss in business

due to undue credit exposure

Customer & Service Programs:

• Leverages these programs to offer a differentiated value to customers.
• Drives the implementation of customer service standards in the market. Works with internal team to create new benchmarks on service

offerings.

• Leads the implementation the customer programs like Technical Training Sessions, Sales Training Sessions, Portfolio Sessions, project

Trackers & Customer Scorecard.

• Explores opportunities to introduce “new to the world”, innovative programs relevant for the market -Example: 5S Training Program

introduced in 2010 for the first time in the self-adhesive industry in India.

Competitive Environment & Market Intelligence:

• Monitors the competitive landscape on a continual basis & devises competitor strategies proactively to protect & grow the company’s

market share in the region.

• Ensures the internal organization is updated about the competitive environment dynamics & changes on a regular basis.

Sales Expenses Budgets & other Compliances:

• Ensures the sales plans are met within the agreed expense budget.
• Should be able to submit / project all promotional budgets for the territory including Road Shows, Exhibition / events participation in line

with media plan of the business.

In addition the Territory Manager will be expected to:

• Must have an experience of at least 5-8 years of pure channel and distribution / reseller network handling.
• Very good connect with value chain like Distributor- reseller – converters & should be able to manage key a/c.
• Must bring up an individual project pipeline for sustainable growth.
• Travel required in respective zone / states depending on business needs & 12-15 days travel in a month.
• Develop an up-to-date knowledge of the characteristics, strengths and Weaknesses of the existing products at par with the competitor.
• Develop a good knowledge of the product in line with the market; demand, Competition and prices.
• Has experience in launching new product to value chain & marketing activities related inputs are preferred? Knowledge of Digital printing

is an added advantage.

• Passionate about achieving monthly goals & driving aggressive share gain & new business

Qualifications

Graduate with MBA , Engineering background preferred

• 5- 8+ years related channel/distribution management experience at a company preferably from segments like signage media, signage

applications, printing machines, ink & consumables is an added advantage.

Additional Information

• Strong analytical and problem solving skills
• Strong written and verbal communication skills. Ability to interact effectively with external and internal key

stakeholders across multiple countries and cultures

• Willingness to travel occasionally (expected travelling rate: 30-50%)