Area Sales Head-Cochin

Job description

Job Purpose Coordinate & achieve the specified sales area¿s 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 & manage overall depot operations Job Context & Major Challenges Job Context Job Challenges: Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Depot operations Ensuring proper depot operations so as to maintain proper stock position ¿ Indent of material at factory ¿ Maintaining godown as per ISO 9001 norms ¿ Maintaining good relations with transporters ¿ Ensuring timely & proper accounting of invoice, cr/debit notes, reconciliation, sales tax etc ¿ Preparing detailed assessment of each individual party based on sales target achievement, sales growth & payment position ¿ Submit MIS report to State Head/Regional Head ¿ To visit godown frequently ¿ Maintain stacking as per norms ¿ Implement FIFO sysyem ¿ Maintain proper inventory level ¿ Prepare report on damaged material ¿ Prepare monthly sales tax returns ¿ Developing relations with sales tax, excise, weight & measurement authorities. ¿ Hiring sales tax advocate for yearly assessment KRA2 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 KRA3 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 customer¿s 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 KRA4 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 KRA5 Promoting products & applications ¿ 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. ¿ Ensuring proper utilization of budget for promotional activities ¿ To ensure implementation of promotional schemes in retail channel & submit the first hand report of the scheme¿s 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