Area Sales Head-Cochin

UltraTech Cement; Kerala; On-site; INR 600,000 - 800,000; Full time

Job summary

UltraTech Cement in Kerala is seeking a field-driven professional to coordinate depot operations and achieve white cement sales targets, while promoting new products. The role involves maintaining stock, managing inventories, and ensuring compliance with ISO norms, along with strong customer and transporter liaison.

You will monitor collections, generate MIS reports, and drive promotional activities to expand market presence in the trade channel.

Responsibilities

• Depot operations management to maintain stock position and ensure timely indenting of material at the factory.
• Maintain godown per ISO 9001 norms and uphold good relations with transporters.
• Ensure accurate accounting of invoices, credit/debit notes, reconciliation, and sales tax.
• Prepare reports on sales targets, growth, and payment position; submit MIS to State/Regional Head.
• Visit godowns regularly, maintain inventory levels, implement FIFO system, and manage damaged material reports.
• Coordinate sales collections, C forms, and Ugai management; monitor debtors and ensure timely collections.
• Achieve sales targets for white cement and new products; monitor daily sales figures and coordinate with Logistics.
• Gather market feedback, identify new dealers/stockists, and report market pockets and competitor activity.
• Promote products through cluster meets, counter meets, trade exhibitions, and promotional campaigns; support sampling.
• Handle initial complaints from customers/retailers and liaise with relevant stakeholders for resolution.

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

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