Area Sales Head-Bikaner

Job Purpose

Coordinate & achieve the specified sales areas sales targets of white cement & new products in trade sales through prospecting, identifying project sites through retaining & attracting new customers, demand generation activities, product promotion activities so as to contribute in achieving the sales targets

Job Context & Major Challenges

• The White Cement industry currently has surplus capacity. The advent of substitutes has resulted in a major decline in White cement applications. The trend is towards use of modern and convenient applications. The other direct competitor (JK) is not firm on policies and resorts to heavy price cutting and extended credit. JK is also not serious when it comes to expansion of market. Birla White has to lead in expanding the market by promoting applications. Adding to this is the heavy MRP based excise which results in high prices for white cement as compared to grey cement
• White Cement is a low involvement product. It is an ingredient in exterior/interior finishes but the company cannot showcase a readymade finished product. All applications are through outside agencies hence the company has no control over the finish
  
  

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)

KRA1 Accountability: Sales collection, C form collection & Ugai management * Monitoring & reviewing company & freight outstanding

• Reviewing the ageing of debtors on a daily basis
• Collections of cheques, DD from customers
• Coordination with DIC for ensuring collections in time
• Development & periodic review of critical ugai indicators
• Collection of all the C forms from the parties
• Ensure that the C forms are in proper format with all supporting and are dispatched to plant in time
• To involve in Stock plans with DIC and give detailed forecast to ensure achieving 90% accuracy in I2 plan.
  
  

KRA2 Achieving sales targets

Achieving sales targets of white cement & new products * Ensure frontline implementation of zonal marketing plan

• Process & monitor daily sales figures & coordination with Logistics for supplying the material to the sales area
• Review the classification of stockiest / retailers & direct users according to their lifting & other specified parameters
• Performing systematic market visit schedule activities
• Building rapport with all the customers
• Ensure collation of orders & feeding the same in e-commerce site on web
• Approval of credit note after checking all the details
• To fill in Daily Activity Report & call cycle entries
• Attentively listen to customers problems/issues & apprise the same to area head/state head
• Attending to quality, pricing problems of the retailers/ stockiest & direct customers
  
  

KRA3 Gathering market feedback * Provide the feedback & need for appointing new dealers/ stockiest in unrepresented areas or the areas which are not fully penetrated.

• Providing feedback on weak pockets of sales areas & the reasons thereof
• Closely interact with retailers/retailers staff/ stockiest to get the first hand market feedback & submitting the same to area head/state head
• Make available the information on competitors promotion activities to area head/state head
• Make available the information on competitors pricing activities to area head/state head & collection of bills as proof for the same
  
  

KRA4 Promoting products & applications * To conduct retailers meet and coordinate with CASC personnel for imparting training to retailers on new products & technical aspects of products

• To involve CASC team in sales plan and give detailed requirements of Sampling/ Painter Meets/ Counter Meets for the month. Participate in events along with CASC and convert the activity into business.
• Ensuring proper utilization of budget for promotional activities
• To ensure implementation of promotional schemes in retail channel & submit the first hand report of the schemes effectiveness
• Collection of tokens, issuals of credit notes for implementing the scheme
• Timely distribution of sales promotional material
• Ensuring that all advertisement material (POP material, posters, danglers) are properly displayed and that the visibility of the same is there
• To help direct parties, cement & paint manufacturers by assisting them & providing market trends & add value to their business
• Distribution of gifts & other promotional material to customers in time
  
  

KRA5 Initial complaint handling *Reporting Complaints and background to CASC officer. To visit and facilitate CASC personnel to resolve.