Territory Sales Incharge-Calicut

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¿s & freight outstanding

• Reviewing the ageing of debtors on a daily basis
• Collections of cheques, DD from customers
• Coordination with service agent/C & F 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 supportings and are dispatched to plant in time
  
  

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 stockists/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 enteries
• Attentively listen to customers problems/issues & apprise the same to area head/state head
• Attending to quality, pricing problems of the retailers/ stockists & direct customers
• Creating awareness of new products by converting features into benefits & spreading new products awareness through cluster meets & counter meets
  
  

KRA3 Gathering market feedback * Provide the feedback & need for appointing new dealers/stockists 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/stockists 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 collaborate with CASC personnel in conducting painters meet.
• To conduct & completely handle counter meets & spreading awareness of BW applications & products to painters of a specific counter
• To conduct trade exhibitions & ensuring the proper presentation at stall & attending to customers at the stall to spread awareness of the products & applications
• To conduct cluster campaigns after carefully selecting clusters of customers & making the end user aware of the new products & applications
• To coordinate & provide support to CASC personnel for sampling to be done at micro level.
  
  

KRA5

• 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
  
  

KRA6 Initial complaint handling * To attend to the complaints of customers with regard to minor & generic applications & products

• Visiting site to get the actual feel of complaint
• To take the initial account of the nature of complaint
• To attend to the complaints of retailers with regard to packing quality, product quality, weight complaints, damaged goods
• To handle the complaint as per standard checklist of complaint handling & liaise with insurance company for the damages settlement