Channel Relationship Manager- T

UltraTech Cement; Pathankot; On-site; INR 450,000 - 650,000; Full time

Job summary

UltraTech Cement in India seeks a Field Sales Executive to manage channel partners, follow the call cycle plan and achieve sales and collection targets in the assigned territory by maintaining strong relationships with dealers and retailers.

You will organize promotional activities, ensure stock replenishment, monitor credit worthiness, and identify new UBS counters while coordinating with Zonal coordinators to expand UBS stores.

Job description

Job Purpose

Adhere to call cycle plan, achieve sales and collection targets by maintaining relationship with channel partners in an assigned area (Territory) and effective communication of sales promotion activities to achieve set objectives.

Key Result Areas

KRA1 Branding and Improving Brand Equity

• Identify the locations for the hoarding placement, wall paintings etc. and timely distribution of the sales promotion material
• Organize promotional activity as per the plan for Territory in order to drive positive brand equity index
• Create awareness of value added services like Mobile Lab, Information Centre, Toll Free Number etc for dealers, retailers and end customers

KRA2Business Delivery

• Ensure easy availability and replenishment of allied products as per agreed SLAs, communication of pricing, discounts of allied products to UBS outlets
• Ensure the achievement of the sales target for the Depot (including UBS allied products) at agreed price positions
• Ensure timely collection of payments for keeping receivables under control / follow-up for timely collection of payment against sold material in the assigned area
• Explore the possible locations for new inventory points within the assigned territory in line with i2 network analysis
• Follow up with Zonal coordinator-UBS for setting up of UBS of identified counters

KRA3Business Development

• (R) Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers

KRA4Channel Management

• (R) Collect the security deposit at the time of appointment dealer and enhance it according to the norms of the company and exposure in the market place
• (R) Ensure that UBS outlets deal in all category of products
• (R) Identify channel partners for prospective UBS format and develop UBS stores
• (R) Monitor dealer's / customer's credit worthiness and alert management in case of any adverse developments
• (R,A) Adhere to call cycle plan, collect the orders & payments and update SFA on real time basis
• (R,A) Execute the retailer meets, counter meets for sub dealers in assigned area
• (R,A) Track retailer level sales, stock replenishment through continuous monitoring

KRA5Competition Tracking

• (R) Obtain first hand information about competitors at retailer level on Cemtrak parameters (NR, DOD, CS, ACV, MS)

KRA6Customer Service and Responsiveness

• (R) Provide effective customer care service and attend the product and service related queries and resolve grievances as per SLAs to ensure customer loyalty and satisfaction

KRA7Influencer Management

• (R,A) Organize sales promotion activity at all UBS outlets and promote UBS outlets through technical / sales meet

KRA8Sales and Marketing Plan

• (R) Derive sales plan with dealer and retailer, product-wise, month wise to ensure desired counter share and market share achievement