Regional Head - Ops & Sales

Aditya Birla Group · Rajkot · onsite · Posted 44d ago

Not disclosedFresherfulltimeSourced from Foundit

About a minute. You'll make an account on the way through.

About this role

Job Description

Job Purpose

Plan and lead the performance of the RMC business of the Region, look for the opportunities to improve market share, and is responsible for the profitability of the region.

Job Context & Major Challenges

Plan and lead the performance of the RMC business of the Region, look for the opportunities to improve market share, and is responsible for the profitability of the region.
Driven by strong economic growth, construction industry in India is booming resulting in increase of RMC consumption. Various MNCs in partnership with international consultants are executing projects with major focus on retail and medium projects which are challenging, complex and time-bound. RMC offers high-tech solutions to cater to the needs of such projects. Given the growth trajectory ahead for India, the demand for Ready Mix Concrete is expected to grow tremendously with a strong focus on sustainability and customer centricity.

Key Result Areas

	KRA (Accountabilities) (Max 1325 Characters)	Supporting Actions (Max 1325 Characters)
KRA1	Business Development & Business Excellence	. Interact and meet regularly with customers / consultants / contractors, participate in the sales presentations and engage with associations & professional bodies at region level . Track and monitor the adherence of business excellence processes and report any non-conformity
KRA10	Safety & Statutory Compliance	. Communicate and ensure handholding of safety standards with the customers . Conduct hazard analysis and identify Health & Safety risks to develop control measures in order to minimize/eliminate them . Ensure that the safety procedures and compliances are followed as per safety guidelines in the region
KRA2	Sales	. Achieve the sales target in terms volume, product mix & segment ratio at agreed price positions to achieve maximum realization for the region . Review and appraise the performance of sales promoters periodically . Prepare Sales Promoter Commission (SPC) agreement including Customer list in the beginning of financial year . Achieve the sales target in terms of volume, product mix & segment ratio at agreed price positions to achieve maximum realization for the zone/region . Create and provide opportunity for knowledge enhancement through Training, Seminars, Conferences etc
KRA3	Customer Feedback & Management	. Attend product quality grievance of customers which are above the scope of plant level or investigate key customer complaints and implement corrective actions . Gather feedback from customers to get information on competitor's products and services to help develop counter action plans/products . Provide consolidated customer feedback analysis of all plants
KRA4	Industry Analysis & Maintainance Management	. Monitor competitive activities including sales, pricing and close interaction with key stakeholders like consultants, industry experts and professional bodies . Explore new sources for economically viable maintenance services while considering availability of quality indigenized(localized) spares
KRA5	MIS	. Monitor Contribution, Realisation, Raw Margin, Order Loss, Customer / Site Behavior and Individual Performance . Prepare reports to monitor the efficiency, availability and breakdown of TMs, pumps & plants, OTE at plant, OTD, OTE at site, VDMS and VTS . Prepare standard reports for Segmentation (Retail / Project / Government), Market Share, Price Comparison, VAC sales, VAC Volumes and Ughai . Prepare operations and marketing related reports, analysis and performance review meeting presentation data at region Level
KRA6	Order Planning & Scheduling	. Provide new customer details to the CSD and help in creating SAP customer code and entering customer details in SAP prior to first dispatch
KRA7	Payment Receivables	. Authorize the credit limit based on guidelines mentioned in the SOP at region level . Encash or extend Customer Bank Guarantee based on the Customer Receivables . Ensure receivables of all outstanding payments / defaulter cases of cheque bouncing or any legal matters . Monitor outstanding payments regularly to identify critical customers and hence strategize receivable collection . Reallocate the approved permanent credit limit of a group in different sites within zone/region . Track constantly and control the overall credit exposure to ensure optimum cash conversion cycle that is within Zonal/Regional limit . Track constantly and control the overall credit exposure to ensure optimum cash conversion cycle that is within region limit
KRA8	Planning & Budgeting & Product Development	. Prepare, consolidate and analyze region plan and budget . Prepare, consolidate and analyze Plant plan and budget . Prepare, consolidate and analyze Zonal/Regional plan and budget . Set measurable targets in terms of Sales volume, Segment ratio, Market share, Product mix, Realization and addition of new accounts for the region . Arrive at the mix design as per customer's requirements . Identify market prospects for new products and process innovations and coordinate with technical Services team during the process of new product development . Fix up pricing and discount for retail customers based on market conditions for the region . Ensure timely delivery to Institutional customers by looking into product mix, customer mix, segment mix etc. and achieve assigned strategic account objectives for the zone/region
KRA9	Resource optimization	. Conduct regular cost analysis of manpower and machinery on per cubic metre calculation to achieve realization targets . Plan and monitor key operational parameters and efficiency targets to measure performance . Identify contractors/transporters/vendors for TMs, pumps & JCB, revise rates & review their performance . Explore new sources of raw materials and procure quality raw materials cost-effectively as per standard specifications

Sourced from foundit

Skills

Sales

About Aditya Birla Group

Aditya Birla Group

Metals & Mining

227.5k+

employees

1857

169 years old

Mumbai, Maharashtra

India

About

Aditya Birla Group is a Fortune 500 global conglomerate. The company's businesses have grown into global powerhouses in a wide range of sectors metals, textiles, carbon black, telecom and cement.

Industries

Metals & MiningFinancial ServicesBuilding MaterialRetailTelecomChemicals

Employee ratings

2,383 reviews

4.1/ 5

Culture

3.9

Career growth

3.5

Work-life

4.0

Employees rate it well for

Work Culture191Salary167Senior Management152Work Life Balance146Job Security123

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KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1

Business Development & Business Excellence

. Interact and meet regularly with customers / consultants / contractors, participate in the sales presentations and engage with associations & professional bodies at region level
. Track and monitor the adherence of business excellence processes and report any non-conformity

KRA10

Safety & Statutory Compliance

. Communicate and ensure handholding of safety standards with the customers
. Conduct hazard analysis and identify Health & Safety risks to develop control measures in order to minimize/eliminate them
. Ensure that the safety procedures and compliances are followed as per safety guidelines in the region

KRA2

Sales

. Achieve the sales target in terms volume, product mix & segment ratio at agreed price positions to achieve maximum realization for the region
. Review and appraise the performance of sales promoters periodically
. Prepare Sales Promoter Commission (SPC) agreement including Customer list in the beginning of financial year
. Achieve the sales target in terms of volume, product mix & segment ratio at agreed price positions to achieve maximum realization for the zone/region
. Create and provide opportunity for knowledge enhancement through Training, Seminars, Conferences etc

KRA3

Customer Feedback & Management

. Attend product quality grievance of customers which are above the scope of plant level or investigate key customer complaints and implement corrective actions
. Gather feedback from customers to get information on competitor's products and services to help develop counter action plans/products
. Provide consolidated customer feedback analysis of all plants

KRA4

Industry Analysis & Maintainance Management

. Monitor competitive activities including sales, pricing and close interaction with key stakeholders like consultants, industry experts and professional bodies
. Explore new sources for economically viable maintenance services while considering availability of quality indigenized(localized) spares

KRA5

MIS

. Monitor Contribution, Realisation, Raw Margin, Order Loss, Customer / Site Behavior and Individual Performance
. Prepare reports to monitor the efficiency, availability and breakdown of TMs, pumps & plants, OTE at plant, OTD, OTE at site, VDMS and VTS
. Prepare standard reports for Segmentation (Retail / Project / Government), Market Share, Price Comparison, VAC sales, VAC Volumes and Ughai
. Prepare operations and marketing related reports, analysis and performance review meeting presentation data at region Level

KRA6

Order Planning & Scheduling

. Provide new customer details to the CSD and help in creating SAP customer code and entering customer details in SAP prior to first dispatch

KRA7

Payment Receivables

. Authorize the credit limit based on guidelines mentioned in the SOP at region level
. Encash or extend Customer Bank Guarantee based on the Customer Receivables
. Ensure receivables of all outstanding payments / defaulter cases of cheque bouncing or any legal matters
. Monitor outstanding payments regularly to identify critical customers and hence strategize receivable collection
. Reallocate the approved permanent credit limit of a group in different sites within zone/region
. Track constantly and control the overall credit exposure to ensure optimum cash conversion cycle that is within Zonal/Regional limit
. Track constantly and control the overall credit exposure to ensure optimum cash conversion cycle that is within region limit

KRA8

Planning & Budgeting & Product Development

. Prepare, consolidate and analyze region plan and budget
. Prepare, consolidate and analyze Plant plan and budget
. Prepare, consolidate and analyze Zonal/Regional plan and budget
. Set measurable targets in terms of Sales volume, Segment ratio, Market share, Product mix, Realization and addition of new accounts for the region
. Arrive at the mix design as per customer's requirements
. Identify market prospects for new products and process innovations and coordinate with technical Services team during the process of new product development
. Fix up pricing and discount for retail customers based on market conditions for the region
. Ensure timely delivery to Institutional customers by looking into product mix, customer mix, segment mix etc. and achieve assigned strategic account objectives for the zone/region

KRA9

Resource optimization

. Conduct regular cost analysis of manpower and machinery on per cubic metre calculation to achieve realization targets
. Plan and monitor key operational parameters and efficiency targets to measure performance
. Identify contractors/transporters/vendors for TMs, pumps & JCB, revise rates & review their performance
. Explore new sources of raw materials and procure quality raw materials cost-effectively as per standard specifications