Role & responsibilities
Key Result Areas
Supporting Actions
1) Consumer & Market Insights
- Stay updated with market trends and competitor activities
- Gather market feedback and consumer insights and provide inputs to Zonal Head on a regular basis
2) Implementation of Marketing Activities
- Ensure all promotional schemes are communicated to cement network across the assigned territories
- Ensure that all advertisement material (POP material, posters, danglers) are properly displayed with higher visibility at Paint & Hardware outlets.
- Ensure execution of outdoor medium advertisements as per the guidelines received by the Category Managers, distribution of various collaterals, leaflet, brochure communication & playing of films/AV, if any.
- Review the impact of promotional scheme and share insights to Zonal Head and respective Category Manager
- Liaison with R&D / Technical team to run pilots to present the benefits of using BPD products so as to encourage mention of BPD equivalent features in RFQs
3) Sales Planning
- Provide product-wise and channel-wise monthly sales forecast to the Zonal Head.
- Propose the demand generation activities to be conducted by the BPD Technical Team and UTCL Technical Team to the Zonal Head for timely co-ordination. Assess the impact of such activities on sales volume and provide feedback for improvement
- Provide market inputs to the Zonal Head for preparing the Annual Business Plan for Non Trade channel
- Support the Zonal Head in designing the induction program for Retailers, to be executed by the distributors
4) Sales Execution
Cement Channel Sales Channel:
- Co-ordinate with UTCL sales team (TSEs) to ensure adequate BPD product awareness is created for generating sales demand
- Co-ordinate with the Area Technical Managers to strengthen UC Sales team's awareness on the BPD products for the assigned regions. Review its impact on the sales and suggest improvement areas to the Technical team. Check stock ageing and take necessary steps for liquidation
- Propose various rewards and recognition programs for acknowledging the contribution of high-performing channel partners in driving BPD Sales
- Participate in various programs for engaging with key channel partners such as annual meets, rewards function, etc
Non-Trade Sales Channel:
- Manage Lead end to end and ensure conversion of leads for the assigned territories
- Participate in suitable Events / Seminars hosting influencers and project heads and establish contacts with key decision makers in the assigned areas
- Establish strong rapport and relations with key decision makers / influencers across the assigned areas . Share the benefits of using BPD products to generate leads
- Co-ordinate with Technical team and give tech presentations / demo / undertake sampling activities and seek feedback on the same
- Spot the right tenders and seek approvals from Divisional Head Non Trade for submission of the same.
- Attend pre-tender meeting along with Technical Team for making realistic commitments and providing technical details
- Prepare the Bid document / proposal while ensuring that the information being submitted is complete and accurate, along with necessary supporting documents and certificates, while meeting the tender requirements
- Ensure timely submission of the bid/proposals and update the database. Provide contract document and security deposit to tender inviting authority if required.
- Create awareness of BPD products through sampling activities at project sites and site training programs, with the support from Technical Team for the assigned areas
- Execute sales visits to projects / accounts, while following required site protocols, as per the defined plan and provide an update to Zonal Head pertaining to sales activities
Paint and Hardware Channel:
- Ensure appropriate execution of the Retailer induction program for the assigned areas by the distributors
- Coordinate with Technical Team for counter meets and other demand generation activities, imparting training to retailers on new products & technical aspects of products.
- Participate in Programs & Events / Exhibitions for building relationships with Influencers and retailers in the assigned areas
- Execute sales visits to retailers as per the defined plan and provide weekly update to Zonal Head pertaining to sales activities
- Monitor the inventory ageing at retail outlets for the assigned areas and take necessary steps to minimise the same.
- Take necessary initiatives to revive the poor performing retailers, in consultation with the BDM - Paint & Hardware
5) Customer Experience and Relationship Management
- Resolve all customer complaints in a timely manner.
- If required, visit sites to get the actual feel of complaint and ensure prompt resolution of complaints for the assigned areas by connecting with relevant stakeholders
- Periodically interact with the customers and key Retailers (existing and potential) , understanding their needs and building relationships with a view of future sales growth and long-term loyalty
- Analyse the critical / unique complaints. Track Application related complaints to closure in co-ordination with the technical team. Highlight Product related complaints to R&D team
- Review aggregate feedback collected across the zone, identifying areas of concern and drive necessary corrective and preventive actions
6) Commercial Management
- Track revenue collection status and ensure timely receipt of payments for the assigned areas
- Ensure balance confirmation from customers is taken on a quarterly basis for the assigned areas
- Seek approval from Zonal Head for increasing credit limit as per request received
7) People Development & Management
- Set performance expectations, review team performance regularly and provide constructive feedback on a periodic basis
- Provide functional expertise and mentoring to teams and build strong talent pipeline
- Identify training needs for team members and ensure the execution of the required training programs in a timely manner
- Differentiate performance and reward high performers, thereby building high performance work culture
Preferred candidate profile
Mandatory skill required
MBA -( Fulltime)-
Malayalam Language
chemical construction and Cement background industry experience is mandatory.
