1. Purpose : 

1. Building and maintaining a strong, and long-lasting relationship with customers

2. Achieving policy targets as per the sales plan through an effective delivery management system

3. Achieving new product sales by developing new business opportunities and acquiring new customers

4. Managing collections & Accounts receivables.

5. Providing business intelligence by market scanning, and competitior analysis periodically

2. Role Description : 

Applicable SOP: 

1.1 Maintain and strive to increase SOB through constant customer connect

1.2 Improve the customer perception score by analyzing the results and effectively implementing finalized actions.

1.3 Prioritize and respond to the voice of customer (issues and concerns) with timely corrective actions and bridging the gap with necessary preventive actions

1.4 Escalate the issues faced by customers to other cross functional team members and ensure timely closure with corrective actions based on root cause analysis

1.5 Prevent failures related to NPD, ECNs, Collections, and RFQs by proactively engaging with all internal stakeholders and customers

2.1 Establish the daily sales plan based on respective monthly and annual sales plans

2.2 Ensure timely delivery of parts at customer end by continuously monitoring the daily movement of material both inhouse and at customer end

2.3 Address critical issues through indepth analysis and timely escalation

2.4 Ensure availability of agreed stocks at customer end through continuous monitoring and timely intervention

2.5 Manage logistics efficiently to ensure time delivery of parts to customer

3.1 Generate new businesses by providing timely responses to customer RFQ (commercial quote and target delivery dates) in co-ordination with NPD

3.2 Convert opportunity into new business by adhering to the lead closure process

3.3 Deliver new projects by working closely with NPD CFT's for timely project completion

4.1 Ensure timely collection of C-forms and outstanding with the agreed credit period as per invoice

4.2 Collect outstanding overdue by following appropriate escalation process with customer

5.1 Collect and analyse competitor information and provide inputs to concerned internal teams for initiating countermeasures

5.2 Monitor customer sales/production and initiate course correction actions

3. Managing Points UOM Review frequency

1.1 SOB % Monthly

1.2 CSS score (From customers handled) Score Annual

2.1 Sales Rs in crores Monthly

2.2 Delivery performance OTIF % Weekly

3.1 NP Sales Rs in crores Monthly

3.2 RFQ response Lead time in days Fortnightly

4.1 Receivables (from customers handled) Rs in crores Fortnightly

4.2 Debtor days (Receivables / avg. daily sales) Days Monthly

5.1 Release of market intelligence report APP Monthly

5. Requirements : 

- Bachelor's in Mechanical Engineering

- Minimum 5 to 10 years experience in industrial marketing role, B2B business

6. Competencies and certification courses/trainings considered necessary to perform this job

- Functional competency Level Behavioral competency Level

- Sales Forecast and planning CL2 Communication CL2

- Customer Relationship management CL3 Customer centricity CL 3

- Delivery / pipeline management CL2 Business acumen CL2

- Commercial accumen CL2 Emotional intelligence CL2

- Negotiation CL2 Rigour in execution CL2

- Strategic selling CL2 People leadership CL 2

- Product awareness CL2

- Manufacturing process CL 1

Working Relationships : 

- Internal / External Contact person/ Purpose Frequency of contact

- Internal Members of other functions Day to day functioning Daily

- Internal Marketing team - Day to day functioning Daily

- External Customers - Day to day functioning As and when required

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