Area Sales Head-Cochin

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)KRA1Depot 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 assessmentKRA2Sales 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 timeKRA3Achieving 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 meetsKRA4Gathering 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 sameKRA5Promoting 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 timeKRA6Initial 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