Channel Relationship Manager

Job description

**Job Description** **Job Context & Major Challenges:** **sustainable solutions to customers and to be 360 Degree building material destination. UltraTech Building Products division manufactures and markets technologically re-engineered products for the construction and infrastructure industry.** **BPD offers an array of scientifically engineered products to cater to new-age constructions. Aerated Autoclaved Concrete (AAC) blocks are economical, light-weight blocks ideal for high-rise buildings, Dry Mix Products and Waterproofing Product. It is a low-maintenance precast building material with excellent thermal insulation and durability. The heat-insulating properties of AAC blocks keep the building cooler and prevent outside heat from entering, resulting in significant savings on air conditioning costs. AAC blocks also guarantee savings in foundation load, structural steel consumption, and mortar consumption. The advantages of using the AAC blocks are that they have easier & faster workability, disaster resistence, thermal insulation and energy conservation, soundproof, sustainable and pocket friendly, fire resistant and moisture proof. The density of the AAC block is 600 compared to 2400 of concrete. Ultratech Xtralite is a light weight AAC Block. It is suitable for multistoried structures as it is lighter than standard size bricks and blocks. Use of Xtralite reduces the dead load significantly and also ensures less usage of steel and concrete.** **Some major trends in India construction chemicals market are the increase in investment in R&D, entry of new players, adoption of sustainable products and technological advancements. Rising construction of new buildings and renovation activities across India is expected to boost the overall demand for** **construction chemicals in the near future.** **4) Key Result Areas / Accountabilities:** **Key Areas of Work** **Supporting Actions Business Delivery** - Prepare and submit weekly/monthly call plans in advance and discuss them with the Territory Sales Head (TSH). - Set individual sales targets for the month, considering forecasted sales to meet and exceed these targets, including revenue goals, product-specific targets, and market penetration objectives. - Minimize overdue payments through proactive measures and ensure dealers/retailers are informed about pricing, discounts, and growth schemes. - Maintain and monitor customer accounts regularly, following up for timely collections through various methods (telephone, written reminders, personal visits). - Interact with the accounts team for timely delivery of invoices, credit, and debit notes.Network Management - Visit construction sites and meet contractors to learn about upcoming projects in the region. - Connect with building material distributors to introduce them to contractors and construction companies. - Engage with universities, trade schools, and training centers to connect with future professionals in the field.4) Key Result Areas / Accountabilities:Key Areas of Work Supporting Actions - Adhere to the call cycle plan, collect orders and payments, and update the Sales Force Automation (SFA) system in real-time. - Track retailer-level sales and stock replenishment through continuous monitoring. - Monitor the creditworthiness of dealers/customers and alert management of any adverse developments. - Execute retailer and counter meetings for sub-dealers in the assigned area. - Discuss sales plans with dealers and retailers, product-wise and month-wise, to ensure desired counter share and market share achievement.Distributor/Dealer Target & Performance - Visit dealers and retailers to keep them updated on their performance and assist with any issues they may face. - Ensure dealers receive the quantity of products they order, including those from the UTCL channel, trade, and non-trade partners.Complaint Handling - Address customer complaints regarding product quality, application, and usage, ensuring speedy resolution. - Connect customers with the technical team for issues requiring technical resolution.Customer Relationship Building - Cultivate strong, long-term relationships with dealers in non-Cement networks, such as paint and hardware segments, tile counters, and project distributors. - Maintain strong relationships with existing customers, focusing on increasing customer satisfaction scores. - Provide effective customer care service, addressing product and servicerelated queries and resolving grievances per service level agreements (SLAs).Product Placement - Ensure easy availability of products and communicate applicable pricing and discounts to dealers/retailers. - Ensure clear visibility of products at dealer counters for customers.Market Expansion & Penetration - Identify and pursue expansion opportunities in the region, focusing on nonUTCL counters and onboarding more applicators to build trust in the products.Business Development - Ensure the achievement of sales targets for the depot at agreed price positions. - Ensure timely collection of payments to keep receivables under control and follow up for timely payment collection against sold materials in the assigned area. - Explore potential locations for new inventory points within the assigned territory in line with network analysis.Competitor Tracking - Keep up with market trends, competitor activities, and customer preferences to understand the market landscape. - Provide feedback to management on market dynamics and emerging opportunities or threats. - Obtain first-hand information about competitors at the retailer level.4) Key Result Areas / Accountabilities:Key Areas of WorkSupporting Actions Stakeholder Management - Coordinate with the technical team to execute counter meetings at dealer counters and conduct technical visits at sites. - Collaborate with production, logistics, and commercial departments to meet day-to-day schedules. - Ensure effective information flow from the plant coordinator and engage the Application