Key Purpose of the Job:

To lead, direct and motivate the sales team to achieve targeted top-line and bottom line objectives, through proper sales planning, market promotion and operational budgets in the region. The achievement of Goals of volume and contribution should be done on the basis of Sales process as laid down by HO. Ensure Weekly achievement of Goals both Volume and Contribution to avoid SKU.

Key Result Areas:

Sales :

- Ensures effective category wise sales and collection plan from the sales team

- Market Mapping and coverage plan of sales team to visit builders and architects

- Ensuring complete adherence of the field sales processes including PJP/DSR/MIS etc. for the team

- Sale more of value added products

- Map high end projects to enhance sales

- Ensures in-shop merchandising and improve visibility and branding by proper sampling at Architect outlets

- Market mapping for New Towns and existing towns

- Organises Dealer/Architect Meets and exhibitions

Network:

- Does proper mapping of network of builders and architects

- Increases width and depth of distribution by increasing reach and adding more projects to our network

Commercial:

- Ensures 30 days cycle and payments of dealers.

- Ensures all projects are on advance payment or PDC

- Keeps control over the Credit Period by keeping track of the Ageing Analysis

- Keeps cheque bouncing cases under control

- Ensure collection of over dues

- Collection of 'C' Forms

- Balance confirmation for all parties monthly basis with NOC

- Counters competition by conceptualising and implementing trade schemes

- Issues credit notes and other dealer payouts by 15th of every month

- To take proper approval for price support and project order

- To ensure proper indenting of stock for availability to the sales team through PSI

SCM:

- Prepare proper Forecasting of stock

- Timely clearance of obsolete stock

- Monitoring of C& F in terms of proper handling of stock

Realisation:

- Achieves higher realisation by promoting high end product mix.

- Achieves higher volume of sales by providing packaging inputs in high-end products.

Sampling:

- Gets maximum visibility for the Brand by ensuring proper sampling.

- Makes new product samples available to Architects and Builders on time.

- Review: Meets the sales objective by conducting regular review meetings with the Sales Team and taking corrective steps to overcome shortfalls, if any.

- Ensure Proper zonal/regional induction for new joinee apart from the induction conducted at HO

- Ensuring Performance development process is well executed.

- Coaching and training of employees on a regular basis.

- Retention of talents.

MIS:

- Keeps tab on competition pricing, new product launch and promotional activities

- Gives feedback on trends and market share