7/25/2019 KAM Specifier Role and Responsibility

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KAMSpecifierKAM Demand Generation Team

To work on the Premium Architects , Key Builders and Corporates

Hoteliers ( The Specification driven and Demand generation Business )

To ensure Century products get specified at the Architects, Corparates / Promoters and Builder/ Hoteliers

Segments... Role of Specification only, once specified the Sales team to take over the projects

To have impact on the following segments :

- Super Platinum Architects upcoming projects

- Banks and Financial Institutions Corporates only

- High End residences under the Sup. Platinum Architects

- Hotels & Healthcare Institutions Through Architects and Corporate / Promoter interaction

- Builders for the New Age Apartments ( High end Apartments where every 4 bedroom flat is avg 10 crs and above )

Role of a KAMSpecifier ( Demand Generation )

Visit listed pre approved KAM Architects accounts and explore & analyze the actual Century basket potential

Create a database for the Architect firmwise, Associate architect & the key Team members

Classify Influencers into Sup Platinum & Platinum categories based on the potential

Develop rapport with all the key members

Ensure Century Ply Basket of products become the first choice for specification

Ensure Ply sub-brands are specified along with the main brands

Specification of Lam, DV by Century product species, Prelam , MDF, IS 710, 710 Plus & Architect Ply

Introduce and launch Century New products in the List of Architects

Develop account wise strategies for entry

Create and circulate project tracker internally at frequent intervals

Regular presentations to the Architect team and provide updates

Take care of the Architect teams Century Product Training needs

Develop and propagate schemes/ loyalty program for architects Tie up deals

New Project enquiry and lead generation

Forwarding leads to the respective KAM incharges based on the location, and subsequent following up

/supporting and also co-ordinatng with the larger team for closing the lead

Annual tie ups with large Corporates based on exclusive specifications of Century Products