Territory Sales Head

Birla Carbon; Mumbai; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Aditya Birla Group's Cement division invites an experienced Territory Sales Head to drive order planning, service delivery and revenue growth across the assigned territory. The role focuses on maximizing sales, enhancing realization and strengthening customer partnerships in a competitive RMC market.

Reporting to the Zonal Head, you will coordinate with supply chain and plant managers, pursue new business, maintain accounts, and ensure timely collections while delivering customized customer care

Qualifications

• Plan and procure orders to maximize sales in the assigned territory.
• Develop and maintain customer relationships to widen the customer base.
• Coordinate with supply chain and plant managers for on-time deliveries.

Responsibilities

• Implement the sales plan for mix design wise segments and maximize sales of RMC customers at competitive price.
• Ensure timely collection and maintain customer accounts.
• Strengthen the customer base through cold calls, CRM activities and targeted proposals.
• Establish customer care standards and handle quality grievances with operations.
• Gather market data and MIS reports to steer marketing strategy.
• Convert SMC to RMC by identifying opportunities and securing orders.

Skills

Sales planning

Customer relationship

Order procurement

CRM usage

Negotiation

Tools

CRM

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Territory Sales Head

Designation : Manager

Organization : Cement

Job Description:

Job Purpose

To plan and procure orders, service and maximize the sales, realization and collection of the Ready Mix Concrete for the assign territory to meet the organizational objectives and to enhance the turnover by widening the customer base.

Driven by Strong economic growth ,infrastructure development in India is booming resulting in advent of Multi-National Companies to further increase the competition in the field of RMCs and Key Accounts Management RMC Offers high-tech solutions to the needs of the Public Works and Construction Industries .Given the current backlog in the Construction Industries ,the demand for Concrete and more so that of Ready Mix Concrete seems imperative .This nascent industry in India is growing annually at a compound rate of 30%-35% over last couple of years . a)The job functionally and administratively reports to the Zonal Head (RMC ). b)The job of City Head Marketing is significant from the point of view The referred job position becomes important in view of the fact that Concrete market has strong competition and a need is felt to aggressively grab the Ready Mix Concrete buyers. The major challenges for the job is To provide and ensure Customized services to the customer and to foster positive relationships to create customer satisfaction to widen the customer base and continue to fetch premium rate over competitors.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 Accountability- Implement the sales plan for the Mix design wise segment and maximize the sales of the assigned territory from the RMC customers at competitive price to maximize the profitability. a)Continuous interactions with existing customers. b) Making sales calls and procuring orders c)Evaluation of performance of TSM/TSE. d)Establishing TSM/TSE training needs e)Evaluating the most economic proposition of supply points. f)Coordinating with supply chain manager and Plant Managers for deliveries.

KRA2 Ensure timely collection of money to help receivables under control. a)Maintain and monitor the accounts of each customer on a regular basis. b)Follow up for timely collection (through telephone, written reminders, personal visits etc.) c)Interaction with Accounts for timely delivery of invoices, credit / debit notes.

KRA3 Strengthen the customer base in order to enhance the market share . a)To keep a vigil on the potential customers and the projects, in the offering through Association, Magazines, Business Bulletins, News papers etc. b)To make cold calls on customers. c)Enlist the help of Technical to present the product features to potential buyers. d)Develop competitive proposals for potential and prospective clients. e)Devise CRM activities & conduct
the same. f)Suggest for advertising support.

KRA4 Ensure effective customized customer Care service by establishing customer care standards for each client. aVisiting the customer concreting sites and anticipates customer expectations. b)Develop and establish customer service norms for different class of customers. c)Finding solutions to the issues at hand and addressing them. d)Seek help of Operation personnel to attend product quality grievances of the customer. e)Provide feedback to Zonal Head.

KRA5 To collect data & appraise the Zonal
Head about the market trend,competition, price etc. to formulate marketing strategy. a)Interacting with the customers & collects information on
prices, discounts, incentive schemes etc. b)Interacts with local level officials of competitors. c)Provides regular & timely MIS report to Zonal Head to formulate marketing strategy

KRA6 Conversion of SMC to RMC a)Find out the up-coming projects of the assigned territory b)Make Cold Calls c)Meeting the Architect/Project Head/Structural designer/Contractor d)Presenting them the concept of RMC and its qualitative difference from SMC e)Our own quality superiority in comparison to other RMC players f)Getting
the order