Sales Officer

JOB DESCRIPTION

Position Title: Sales Officer Trade Sales
Company: Cement Organization
Grade / Level/ Band: Band 5
Division / Department: Sales
Location: Gujarat

1. JOB PURPOSE

The Sales Officer Trade Sales is responsible for achieving assigned trade sales targets within the designated territory by executing organizational sales strategies, driving secondary sales, strengthening dealer engagement, ensuring product availability, and maintaining disciplined sales processes. The role ensures effective execution at the market level through dealer management, customer servicing, demand generation, competitor tracking, and adherence to company policies, systems, and credit discipline.

2. ORGANISATIONAL CHART

National Sales Head State Head Zonal Head / State Head Technical Services Sales Manager Sales Officer

3. PRINCIPAL ACCOUNTABILITIES

Sales Execution & Target Achievement

• Drive achievement of assigned sales targets in line with business objectives and territory plans.
• Execute sales strategies and market development initiatives to maximize volume, revenue, and market share.
• Monitor sales performance trends and implement corrective actions to address gaps.
• Support demand planning and forecasting to ensure effective market coverage and product availability.
• Ensure effective execution of customer and channel engagement plans.

KPIs

• Sales Target Achievement (%)
• Revenue Growth (%)
• Market Coverage Effectiveness
• Forecasting & Planning Accuracy
• Sales Performance Improvement

Sales Operations

• Ensure efficient execution of sales operations and seamless product availability across channels.
• Coordinate with internal stakeholders to support timely order fulfillment and service delivery.
• Maintain accurate sales records, reporting, and operational data.
• Drive effective implementation of promotional and market activation initiatives.
• Monitor market trends, competitor activities, and customer requirements to support business decisions.

KPIs

• Operational Efficiency
• Timeliness and Accuracy of Reporting
• Product Availability & Service Levels
• Execution Effectiveness of Market Initiatives
• Market Intelligence Effectiveness

Dealer & Channel Management

• Develop and maintain strong relationships with channel partners to drive business growth.
• Support channel expansion, activation, and capability development initiatives.
• Ensure timely resolution of partner concerns and enhance channel engagement.
• Drive retail visibility, market presence, and channel performance improvement.

KPIs

• Channel Partner Satisfaction Score
• Channel Retention & Development Rate
• Partner Engagement Effectiveness
• Channel Expansion Achievement
• Resolution Effectiveness of Partner Issues

Finance, Collection & Credit Discipline

• Ensure adherence to credit policies, collection processes, and financial controls.
• Monitor outstanding receivables and support timely collections.
• Identify and escalate potential financial and credit risks.
• Support realization improvement and effective working capital management.
• Maintain discipline in financial transactions and reporting.

KPIs

• Collection Efficiency
• Credit Compliance Adherence
• Outstanding Management Effectiveness
• Financial Risk Mitigation
• Realization Achievement

Customer Management & Market Development

• Strengthen customer relationships through responsive service and proactive engagement.
• Support customer issue resolution and service excellence initiatives.
• Gather market insights and customer feedback to identify growth opportunities.
• Enhance brand visibility and market presence through targeted engagement activities.
• Support development of retailer, influencer, and customer networks.