POSITION DESCRIPTION KOHLER CO.

Position Title Department Division

: : :

Territory Sales Manager Kohler India K& B Group, Asia Pacific

Incumbent Date Prepared

: : 23 Dec 2005
rd

BASIC FUNCTION Responsible for the coordination of the sales efforts in a given area . This includes developing new distributors, liaising with the distributors, introduction of new products, and overall supervision of the market penetration plan within the assigned area. Formulate sales strategy for assigned territory, develop sales forecast, budget and manage his/her team; directs distributors and /or sales force to achieve sales targets; pursue major prospects and lead in major negotiations as well as recommend appropriate terms of sales. This involves working with distributors, construction firms, plumbers, contractors and architects in accordance with established company policies, planned sales volume goals. SPECIFIC RESPONSIBILITIES Established personal contact, and maintain an on-site relationship with distributors who are buying, exhibiting, selling and servicing Kohler/Englefield/JD plumbing products, in accordance with corporate and regional sales goals, programs and policies. Analyze and evaluate assigned area regarding sales trends, sales potentials, competition, economic/business conditions, and distributor performance, recommend changes in sales programs and distributorships to make area operation more effective in meeting sales volume quotas. Establish and maintain regular contact with sub-distributors, plumbing contractors, key national, architects, interior designers, developers to inform them of the advantages of using Kohler plumbing products and to motivate them toward specifying plumbing products, from Kohlers corporate product portfolio, for their end customers. Develop a broad base distribution network for Kohler Co.s plumbing products through expanding distributors showrooms or dealers outlets. Support and manage a Kohler sales team, including training and motivating it towards agreed objectives and achievement of the prescribed target within an allocated budget. Provide guidance, review Kohler practices and procedures, develop sales programs with Kohler sales team, distributors management team, their sub-distributors and their key buyers. Maintain Kohler Indias grasp on the market and competitive situation by providing information on competitors activities, products, cost and other related information advantageous to the company. Advise the management in relation to the termination or increase of the credit limit of the Kohlers distributors and also ensure that all receivables are kept current.

Provide training and assist in resolving specific questions or problems regarding the sales programs, installation and after sales technical issues. Evaluate and approve defective product claim reports by distributors, retailers and customers. Prepare annual sales forecast for assigned area based on knowledge of sales trends, sales potentials, competition and economic/business conditions as well as distributors purchase/sales penetration performance. Attend and participate in Company sales meeting and trade or industry meetings, shows and conventions to increase knowledge of Kohler Co.s plumbing products, improve selling techniques and cultivate good working relationships with distributors and product users. Perform any assignments given by the company.