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Aditya Birla Insulators
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Vertical Head - Plasticisers & Additives - West Zone

Vertical Head - Plasticisers & Additives - West Zone

Aditya Birla Insulators

10 - 15 years

35 - 40 Lacs

mumbai

Posted:None| Platform:

Apply

Skills Required

sales demand forecasting standard operating procedures application development new product development troubleshooting credit management print media brand building logistics

Work Mode

Work from Office

Job Type

Full Time

Job Description

Job Purpose

To plan, develop and manage sales and business development of varied products in the application segment like industrial/water/plasticizer, to enhance market share by distinguishing our product applications and achieving the sales target to meet the business objectives.

Work Experience: 10 + Years

Job location: Vadodara OR Mumbai

Key Result Areas

Supporting Actions

Market Mapping- Geographic and behavioural segmentation

Analysing Market trend / customer behavior on uses (only price reduction OR value addition)
Assessement of scope & scale of opportunity
Industry & client-specific implications , recommendations and conclusions
Sales & Marketing of CPW & Calcium Chloride

Meet existing customers to understand their applications/requirements.
Identify new customers based on feedback received from existing customers.
Prepare report of mapping Geographically defining uses customerwise / consumption of various products used by them
Segregate customers showing interest in our product for trials
Plan for product approvals for customer s application first where customer is looking for value addition

To lead and implement annual Business plan for defined products which are aligned to the business goals.

To roll-out annual business target into monthly targets. Work closely with sales team to achieve the business goal / Objectives.
To ensure better-quality coordination with the plant and with logistics for prioritizing production according to the orders, dispatches and market demands.
Encourage customer visits to develop better networking in the markets and improve relations across the hierarchy with key customers.
To review the Business Development planned for the next month and assess the progress on development
Take pricing calls within the norms provided
Provide lead inputs for IMM for monthly demand forecasting and back casting

Managing and building Channel partners to enhance market share

To focus on the regions wherein there is a need of good channel partners.
Ensure that Standard operating procedures to appoint a right channel partner for selection is followed.
Ensure proper agreements for existing and new distributors.
Review channel performance on a periodic basis and set targets.

Training -sales team

Streamline new application
Routine business once new application developed
Troubleshooting on failures at customer end

Fequent discussions with sales team on new application development
Joint visit with sales team to educate them how to technically explain customer
Conduct trials in their presence
Prepare a guide on trouble shooting
Handover the business developed on new application to sales team for routine sales activities

Work with the team on timely collections for Credit management and to mitigate risk

To share and review Ugahi targets across each regions
To monitor and review the receivables and ensure timely collections
Control over dues and ensure to minimize cases of pending receivables.
To review credit limits, security and credit days for direct customers and distributors.
Conduct annual reviews of the channel and propose appropriate plans.
To make sure securities for the credits given to distributors.
Ensure that SOP and policies are followed regarding credit management.

People management

Give clear goals to the team and build team s KRAs for the year
Continually Train the team with product know-how and knowledge/interactions to gather market understanding and provide inputs for new application developments.
Monitor and review team s performance on monthly basis and according to the HR policies.
Ensure implementation of all the HR processes and policies

Promotions & awareness

Ensure brand promotion and awareness across the region assigned.
Prepare an annual calendar and Ensure participation in important exhibitions for business networking and brand building.
Prepare advertising/promotion strategy and implement print media (magazines, journals) for brand promotion once approved.
Collaborate with Technical Institutes for New Product development or Technical know-how of existing products

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