Job Description

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Accountability

Supporting Actions

Achievement of Sales Target

To ensure achievement of agreed marketing / sales plan & realization targets for the assigned Territory .

• Sales planning by dealer and retailer - product-wise, month wise, bucket wise and ensuring desired counter share and market share

• Track retailer level sales, stock replenishment based on continuous monitoring of all commodity value

• Systematic coverage of channel partners through regular call cycle plans and permanent journey plans for increase in penetration by having desired depth of distribution and numeric reach

• Process & monitor daily sales and coordination with TSM / Regional logistics for supply

2. Business Development

Channel Management & Development of New Business/New Geographies

• Identification of new business opportunities in territory/new geographies catering to institutional customers and creating on-going engagements

• Expansion of market network in accordance with CEMTRAC DPIs through appointment of new dealers and attachment of new retailers

• Exploring the possible locations for new inventory points within the assigned territory in line with i2 network analysis

• Provide suggestions for schemes & CRM activities and ENSURING effective implementation of the same for getting maximum benefit to dealer/retailer

• Propose, implement and improvise rural marketing activities effectiveness whereever applicable

• Identify prospective Branded Channel partners and drive cement sales in these counters.

UGAHI, Collection & Credit Control

To regularly monitor & control timely

collections to keep receivables as per the norm

• Ensure timely collection as per the terms and order execution as per the approved credit limits

• Constantly monitor dealers credit worthiness and alert management in case of any adverse developments

• Collection of security deposit at the time of appointment and enhancing it according to the norms of the company and exposure in the market place

• Tracking Dealers Credit Exposure with the Trade

Customer Service

To provide meaningful customer experiences to the product and services of the company

• Adhering to quick response time in complaint management

• Ensuring continuous monitoring of deliveries with coordination of execution owners

• Continuously driving various customer loyalty programs and build differentiation with the competitors

• Meeting and surpassing the channel partner requirements for increase in customer satisfaction

• Ensuring high visibility in merchandising, outdoor media and other advertisements for driving positive brand equity index
• Creating awareness of value added services like Mobile Lab, Information Centre, Toll Free Number etc for Dealers, Retailers and End Customers

• Effective utilization of Sales & Order Planning, Customer Order Fulfillment for timely receipt of material at customers end

• To co-ordinate with customer service centers and ensure higher Customer Satisfaction Index

Reporting & Market feedback

Collect and provide information on market trend, competitors price and activities to help management take appropriate action and to ensure System Confirmation/Perfection complying all Internal Controls.

• Make available the information on competitors promotion & pricing activities to TSM

• Closely interact with dealers / retailers / stockiest to get the first hand market feedback & communicating the same to TSM to enable prompt decision making on market intelligence

• Ensuring timely submission of various reports on periodic basis

Aditya Birla Group