CAM-FP

Position Reports to

Branch Manager (BM)

Position Details

Name

CAM - Auto

Division

Sales & Marketing

Location

Chennai

Reports to

Branch Manager

Date

No. of positions

1

Purpose - Why does this role exist ?

Responsible for sales & revenue for Steel Products in the Automotive Segment. A chieve sales operations objectives, sales planning & execution, market and product development, drive customer satisfaction, work closely with plant teams to ensure customer delight, exercise credit control as per company policy, monthly sales and collection planning, sales forecasting, Inventory management for the distributor for flat products , complaint handling and resolution, managing and improving customer relationship , monitor and control channel finance requirements for the customers, . Continuous competition assessment to strengthen market intelligence by way of knowing their pricing, key strategic move etc. Manage product training requirement of the distributor sales team to enable them to understand JSW brand and product positioning and features in relevant context.

Organization Chart (attach Organization Chart as Annexure)

Position reports to :

BM

Positions peer with :

CAM

Positions reporting :

Nil

Key Result Areas (Key Performance Indicators)

• Sales for Flat Products in assigned Automotive Customers
• Sales & collection planning & management
• Exercising Credit control and collection of money as per company policy
• Customer relationship management through Cross Functional Team (CFT).
• Market development / Product approvals through specification activities
• Complaint handling and resolution in coordination with AE and RCFT team
• Customer Satisfaction and management
• Competition Tracking
  

Critical Tasks

KRA’s and Key Activities

• Sales for Flat Products
  

Drive sales of flat product sales to Auto Customers in assigned Metro/A class/B class cities/ territories. Make monthly sales plan, execute strategies to achieve sales. Drive to achieve sales/NSR/Collections targets

• Customer & End Customer Relationship Management
  

Manage relationship with the customers and end customers across all levels . Drive Customer Relationship , product approvals and favorable credit and supply norms. Facilitate meetings of Sales Leadership team with management team/promoter (of distributor organization) for high level relationship building.

• Sales & operations planning & management
  

Achieve sales operations objectives on all parameters including order book, order servicing, supply chain, credit ageing, stock ageing, share of business, market share.

• Credit Control
  

Ensure strong credit controls and monitoring of accounts receivable and adherence to the credit policies of the company. Regular reconciliation of accounts.

• Inventory management and OTIF
  

Manage inventory levels of customer stocks at plants / yards. Manage stock within age norms with related departments like CSD, PPC, Finance and SCM.

• Complaint management and resolution
  

Work closely with all concerned departments for timely resolution of complaints. Ensure no open complaints beyond the timelines defined as per company policy.

• Customer Satisfaction and management
  

Ensure highest levels of customer satisfaction. Drive activities to ensure high CSI scores as per CSI survery and action plan. Work closely with plant teams to ensure customer delight

• Competition tracking
  

Continuous competition assessment to understand, pricing & marketing strategies.

Decision making authority (Decisions expected)

• Annual / Monthly Sales planning for the assigned set of customers
• Production Orders & Stock levels at all yards and plants
• Prioritization & Allocation of finished goods
• Complaint management
  

Educational Background And Work Experience

• MBA from a premier institute, graduate in Engineering
• Minimum 3-5 years’ experience in front end sales role , with distributors/channel/retaileres in B2B industries
  

Competencies

Functional knowledge of Sales, Interpersonal effectiveness, Ownership & Drive for results, , Negotiation, Creative & Innovation, Techno-commercial Acumen, Presentation & communication Skills, Sales Planning,

Working relationships – Stakeholders

Internal

• Planning / QA / PDQC / SCM/CSD
• IT/ maintenance.
• Internal Audit / Sales Audit
• Senior Management of sales organization
  

External

• Customer Management team/Purchase team
• Logistics provider
• External Auditors
  

Key Success Factors – Challenges

• Product & market knowledge
• Competition mapping & tracking
• Analytical thinking
• Negotiation Skills & conflict resolution
  

Other Information

Please enter job description