Senior Officer - Sales

1. Sales Growth & Market Development

1. Increase sales of MS, HSD, CNG, Lubricants, LPG, and allied products through HPCL networks.
2. Improve HPCL s market share in retail, lubes, LPG, and direct sales to industrial/government customers.
3. Penetrate new geographies/markets where HPCL is underrepresented.
4. Business development through new customer acquisition, OEM tie-ups, and fleet/workshop partnerships.
5. Identify and develop new products and services, including eco-friendly fuels.

2. Network & Channel Management

1. Expansion of retail outlets and LPG distributorships in high-potential urban, rural, and highway markets.
2. Manage and monitor channel partners (Retail dealers, Bazaar/Industrial Lube distributors, LPG distributors).
3. Evaluate channel financial health and customer creditworthiness.
4. Coordinate distributor commissioning, onboarding, and training.
5. Monitor and guide distributor operations (stock, indents, backlog, empty cylinders, cashless transactions, etc).

3. Customer Engagement & Service

1. Solicitation of business from new and existing customers.
2. Regular customer visits, meetings, and seminars/awareness campaigns for multiple segments.
3. Address customer complaints, grievances, accident cases, RTI, and social media queries.
4. Conduct customer satisfaction surveys (qualitative & quantitative).
5. Enhance look & feel of retail outlets and overall customer experience.

4. Sales Promotion & Branding

1. Design and execute sales promotion campaigns and brand-building activities.
2. Conduct product launches, training programs, and awareness campaigns for mechanics, retailers, and end-users.
3. Use digital marketing, business analytics, and SAP systems for sales tracking and planning.
4. Coordinate with other SBUs for cross-promotion of HPCL products.

5. Compliance, Legal & Governance

1. Ensure statutory/regulatory compliance (PNGRB T4S, IMS, ERDMP, PESO norms).
2. Conduct inspections and audits of retail outlets and LPG distributors.
3. Handle legal matters related to retail/LPG outlets with the Legal Department.
4. Liaise with government authorities, OMC officials, and statutory bodies for approvals and compliance.
5. Participate in government programs (PMUY, LPG Panchayat, consumer awareness).

6. Profitability & Financial Control

1. Achieve sales and profitability targets (monthly/annual/AOP).
2. Control site profitability through manpower, operational expenditure, and discount schemes.
3. Ensure correct pricing and commercial terms in transactions.
4. Timely collection of receivables and monitoring distributor finances.
5. Prepare and submit MIS reports, BCM presentations, and market analysis.

7. Training & Capability Building

1. Train dealers, distributors, and customer service associates on operational excellence and safety.
2. Conduct capacity-building programs for distributor sales teams.
3. Mentor/handhold newly recruited officers.
4. Develop competencies in pricing, product knowledge, logistics, and market intelligence.