Head Project Relation

Role & responsibilities

Key Result Areas/Accountabilities

Supporting Actions

Key Account Management

(R) Build long term customer relationship with all key stakeholders (e.g. purchase, stores, and finance) through CRM with the objective to leverage growth and new business opportunities (R) Identify customers business needs to deliver long term competitive advantage Make yearly forecasts based on cement consumption pattern and projects on anvil Set targets (yearly / quarterly / monthly) in consultation with the superior Identify prospects and convert to business through negotiations Maximize long-term rate contracts for the project. Plan and execute call cycle and report findings to superior

Business Delivery

(R) Achieve the sales target in terms of volume, product mix & segment ratio at agreed price positions to achieve maximum NCR for the Zone (R) Ensure timely delivery to key accounts by looking into product mix, customer mix, segment mix etc. and achieve assigned strategic account objectives for the Zone (R) Recommend pricing of Key Customers based on market intelligence (R,A) Plan and execute call cycle for assigned projects / areas and report findings to superior and other stakeholders for tracking and monitoring purposes

Partnering with Customers / Value Added Services

(R) Assist key accounts to achieve their project progress targets by providing construction related support Project Ownership Module (R) Organize training programs with

the assistance of technical services cell (R) Provide value added services like mix design, bulk delivery, inventory management, etc.

Product Promotion and Brand Equity

(R,A) Develop a healthy relationship with existing customers to get future orders and keep watch upon upcoming projects

Market Intelligence

(R) Monitor competitive activities including sales, pricing, product innovations and new construction practices, close interaction with key stake holders like consultants, industry experts and professional bodies

Revenue Plan and Budgeting

(R) Make yearly forecasts based on cement

consumption pattern and projects on anvil

Sales Administration

(R) Ensure timely collection of payments for keeping receivables under control / Follow-up for timely collection of payment against sold material for respective key accounts

Coordination

(R) Coordinate with IT / Logistics and C&F teams for order processing based on the criticality of order (R) Get clarification from sites / customers and provide the same for updation in system and order execution; make necessary entries in the system for order execution in time

Preferred candidate profile

Key Accounts - expireince