Territory Retail Head

Job Purpose

The incumbent would assist in for format expansion by identifying prospective dealers for conversion in consultation with the marketing team.

The responsibility would also include supply chain management activities and promotional activities. This aspect would include execution of schemes to increase customer footfalls and generate business volumes.

It would also entail effective utilization of technical, marketing services and location specific activities budget through innovative, low cost activities with maximum impact. This requires coordination with various departments at regional level for implementation of activities and smooth business delivery.

He would also be responsible for new outlet renovation and launch at regional level through proper tracking and monitoring of work done by civil and VM Vendors.

Job Context & Major Challenges

UltraTech Building Solutions (UBS). is a retail format launched by UltraTech Cement Ltd. in 2007 with the objective of providing a one stop shop for high quality construction related products (like cement, white cement &Partner company products like steel, sand, bricks, aggregates, pipes & fittings, paints etc.). Over the years the format has evolved into a complete solution provider covering both products and services need of end users (like technical assistance, Cost Estimation, Vaastu, etc.).

Expanding the UltraTech Building Solutions format is a key focus area for the cement business with the objective of retaining the quality retail network in the long run. The business has plans to aggressively expand this format to three times its current size in the next three years. Also, there are plans to expand the scope of product and service offerings at the outlets. The plans envisage a total footprint of 3862 stores with total business turnover (cement & other products) of Rs. 5416 Crores by end of FY 18.

The key focus area for TM is execution and monitoring of activities that drive sales, network expansion, supply chain management, branding and promotional activities. He is the direct touchpoint between business and allied partners, UBS dealers.

Major Challenges Involved In The Job Are

• Interaction with diverse internal support functions like Commercial (order placement, billing to outlets, credit limits, payments), Marketing (sales as per targets), Technical Services (ensure activities executed as per plan), Marketing Services (ensure implementation of outlet-wise plan of activities) for seamless delivery
• External coordination and relationship management with Regional Managers of partner companies to ensure adherence to Service Level Agreements for product delivery, pricing & discounts, proper implementation of joint promotion activities and business growth as per decided targets.
• To gain & constantly upgrade technical knowledge of all partner company products (Steel, Paints, White Cement, Construction Chemicals, PVC Products, Services like Construction Cost estimation, Vaastu, Technical Advisory on Construction etc) proactively scan trend in customer preferences to anticipate changes and act proactively in highly competitive market
  
  

Key Result Areas

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

KRA1 Format Expansion as per Region Target

• Pitch presentation and convince the dealers to convert to UBS format
• To assist Zonal Manager to meet the targeted Outlet Numbers for the Zone within the defined timeline and budget
  
  

KRA2 Sales of Cement & partner company products for the Format as per the Targets

• To conduct activities which in turn promote
• To conduct activities which in turn promote sales of cement and partner company products with TSMs & attached marketing structure
  
  

KRA3 Vendor Management for smooth & timely execution

• Conduct regular reviews with all Vendors
• Monitor quality of work done by vendors and highlight deviation from the expected standards
  
  

KRA4 Partner Company Management (Products & Services)

• Implement the negotiated terms of margins, credit limits, delivery models, timelines etc as per Format requirement
• Share information with respect to pricing, discounts, promotions etc with Outlets and Internal Marketing Team
• Implement joint promotion activities with partner companies
  
  

KRA5 Logistics and Supply Chain Management Monitor and ensure product availability at the outlets as per the SLAs

KRA6 Marketing & Technical Services Activities to help deliver targets To execute technical activities like Product Training on partner company products, Meets for Individual Home Buyers, Masons, Applicators and other Influencers

To execute marketing activities like Outlet Launch, localized Awareness Creation Campaigns etc

Assist Zonal Managers for participation in relevant Exhibitions, Conferences, Meetings etc for Business Development purposes

KRA7 Training

• Coordinate training programs covering aspects relating to customer handling, uses and applications of other products, sales, stocks etc. for outlets on other products
• Coordinate training on techno-commercial aspects of the partner company products /services for internal employees involved in the Format