TM Pharma

• Job Purpose
• To develop, execute, monitor & coordinate the Sales plan of each year, for assigned set of domestic customers/Markets in order to achieve EBITDA, Sales volume, Shae of Wallet, realizations and FG targets of the year. Driving market demand for the usage of aluminum foil through new customers, products and applications
• Ensure customer satisfaction and delight by timely planning, production dispatch, timely complaint resolution if any with timely feedback and post sales service.
• Manage customer exposure and receivables as per targets and ensure timely collections.
• Key Result Areas/Accountabilities:
  

Key Result Areas/Accountabilities

Supporting Actions

KRA 1: Achieve Sales Plan/ Targets

• Forecast, Execute, Monitor and Coordinate sales plan for the assigned customer accounts and coordinate with Plant.
• Prospecting new customers & new product. This includes handling new enquiries, giving quotes, issue of PI’s and finalizing deal with the customer commercially & technically with proper documentation (CSR).
• Ensure enough orders in the pipeline for un-interrupted manufacturing
  

KRA 2: Achieve Conversion Premium (CP) Target

• Ensure order booking as per targeted product mix & continuously pursue to improve the product mix
• Ensure highest possible CP while booking the order.
  

KRA 3: Building a Customer Centric organization

• Build a large base of repeat key customers by reducing customer attrition
• Visits to key customers as frequently as possible. Interact on a regular basis regarding the status of the orders and proactive informing in case of delivery deviations. Respond to customer queries on priority regarding quality, new developments, providing samples for trials / analysis etc. Provide dispatch details to the customer within 24 hours of shipment from the plant. Ensure proper after sales service to the customer.
• To ensure all customer complaints are closed within stipulated time.
• Adherence to procedural requirement as per ISO system and various company policies
• Establish continuous improvement program- Through NPS Action plan
  

KRA 4: Plan & Execute strategy for improving market share, adding new markets

• Improve presence / share in existing markets by adding new customers, increasing share in sale to existing Customers.
• To develop new customer base for Mouda Industrial foil business.
• Add new markets by sampling, prospecting, participating in trade shows
• Research & Develop specific knowledge base for selected markets
  

KRA 5: Receivables Management

• To minimize overdue & collect payments on time.
• Follow-up with customers and banks to ensure timely collection of money
• Coordinate with Sales Accounts
• Control DSO within plan level.
• Timely settlement of statutory deductions to avoid financial liabilities.
  

KRA 6: Risk Mitigation

• To facilitate credit evaluation of all customers.
• Analyze market specific risk, bank risk and customer risk and advice Stream Heads.
• Periodic reconciliation/balance confirmation of assigned customer accounts.
  

KRA 7: Reporting

• Prepare MIS and report to the Stream Heads/Product Head as required