Job Description

:Job Purpose: Prepare, implement and execute sales and business development of allocated products to ensure sales target (Volume and Revenue) are met and to achieve business strategic objectives.Key Result AreasSupporting Actions1. Propose & implement sales plan aiming to meet or exceed business target

• Achieve Target FY 22 Qty (MT)
• Achieve Value Target Value (Rs Cr)
• Achieve NSR across all unitsto meet profitability numbers for the product which is aligned to the business goals

• Break down annual number into monthly numbers (seasonality based) to achieve targets
• Regular co-ordination with plant and customer support team to prioritize production and dispatches as per market needs.
• Regular visit / interaction with at various level with customers organization
• Monthly meeting with ZONAL HEAD / APPLICATION HEAD for joint review on development project, previous months status , plans specific actions for Sales to convert new project into business and review the plan for next month.

2. Receivables & Credit control

• Ensure on time collection from Customers / dealers
• Overdue should be under control and no overdue receivable by month end.
• Also ensure that there is zero overdue

• Set receivables targets for the month at the beginning of the month..
• Monitor and review the receivables collection on daily basis.
• Weekly review with ZONAL HEAD.
• Send communication receivable statement to all customer in the beginning of the month.
• Visit customers and if needed with higher management for critical receivables.

3. Market Development Plan

• Achieve full production capacity utilization
• Market penetration to increase market share
• Increase in sales revenue and Profitability

• Identify new markets / Geographies where we are not present.
• Make a travel plan.
• Prepare customer mapping report city-wise showing application/consumption / current supplier/pricing / credit terms
• Co-ordinate with the technical team to improve synergy and do joint visits.
• Plan regular visits to key customers and also to untapped markets.
• Participate in Exhibitions and make presentations at key seminars on our products.

4. Market Intelligence

• Strategic decisions by senior management
• New product development
• Pricing strategy

• Keeping watch on the competitor\xe2\x80\x99s strategy along with customer activities and providing necessary information to the higher management for necessary actions at their end
• Collection of market information from various sources and timely submission of the same to dept. heads and functional heads
• Regular visits to the customers to develop relationship to get competitors as well as customers information
• Understand from customer any new product is launched by competitor at white price / application
• Inform technical team and provide customers specifications to check if we can also develop similar product which competitor offering
• Check any new capacity coming up OR any expansion of capacity by existing competitors
• Make report and discuss with Zonal head

5. Distributor / Dealer Management

• Increase market share with small customers / unorganized sectors
• Cover Payment risk
• Timely deliveries for small lots

• Explore markets/regions where we need to focus on unorganized sector OR small customers where payment is risk and buys small lots
• Identify correct distributor who can promote / sell our products to small customer / unorganized sector
• Go through standard Distributor selection process to appoint right distributor /channel partners.
• Have agreements in place for our existing and new Distributors.
• For existing Distributor, complete the previous year performance review and agree on Targets that cover all aspects of the business
• Review of Distributor performance monthly
• Regularly review credit performance, level ,limits etc.

6. Credit Limit Management

• Safeguarding customer risk
• Settlement of outstanding balances
• Improving cash flow

• Check customer\xe2\x80\x99s / distributor\xe2\x80\x99s credibility in the market by contacting their end users/customers
• Contact credit rating agencies for a report
• Try to take bank guaranty OR security deposits from end customers as well for safety
• As per company policy and based on market report/credit rating company set credit limits as per SOP
• Review credit limit yearly with the Finance team

Location - KolkataEducation \xe2\x80\x93 Chemical Engineer, MBA (preferred)Experience \xe2\x80\x93 Minimum 4-5 years

Aditya Birla Group