Job Description

:4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)Key Result AreasSupporting ActionsMarket Research

• Prepare and maintain database of manufacturers in the zone who purchasing products from competitor or who are potential customers.
• Prepare and maintain database of large projects using paints supplied by competitor or who are potential customers.
• Maintain awareness of new tender released across the zone

Business Development

• Participate in suitable Events / Seminars hosting large manufactures and project heads and establish contacts with key decision makers
• Establish contacts with influencers of large manufacturers and projects to generate sale through referral.

Sales Planning & Execution

• Prepare forecast of Government and Project sale for the zone
• Prepare BD pipeline and track every stage of sales lifecycle (viz. introduction, presentation, enquiry, quotation, closure). Plan activities to drive government and project sales
• Allocate projects to the Area Relationship Manager for follow-up and tracking of project sales. Support them in final negotiations on annual rate contracts.
• Follow-up for sale closure. Provide referrals / testimonials, where required

Tender Management

• Spot the right tenders and seek neccessary approvals for submission of the same.
• Prepare the Bid document while ensuring that the information being submitted is complete and accurate, along with necessary supporting documents and certificates, while meeting the tender requirements
• Seek Management's approval on the commitment as well as the pricing
• Ensure timely submission of the bid and update the database. Provide contract document and security deposit to tender inviting authority if required

Customer Experience and Relationship Management

• Ensure timely resolution of customer complaints to the best of customers satisfaction.

• xc2xb7 Closely work with marketing and R&D team to give the feedback from the market

• Ensure timely refund / replacements of damaged goods.

Commercial Management and Process Efficiency

• Co-ordinate with Commercials team to raise sales invoice
• Follow up with the customers for timely payment as per credit terms
• Ensure adherence to sales process & system requirements

People Development and Management

• Provide functional expertise and mentoring to SSO's
• Set performance expectations, review SSO's performance and provide constructive feedback
• Identify training needs for SSOs and ensure the execution of the required training programs in a timely manner
• Enable implementation of new systems and IT projects, ensuring compliance with all relevant processes and standards in the assigned state
• Differentiate performance and reward high performers, thereby building high performance work culture

Aditya Birla Group