Vertical Head - Plastisizers & Additives - South Zone

Key Result Areas

• 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
• 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