Deputy General Manager - Private Sales

Deputy General Manager - Private Sales

Responsibilities

Branch Head

Sales, Planning & Contract Execution

• Drive Profitability and achieve Sales Budgets at the Branch level
• Provide inputs to Zonal Head for Annual Sales Planning for branch/zone
• Create monthly, quarterly branch sales plan and assign territory-wise sales targets to traders
• Periodically (monthly and quarterly) review branch performance plan and create action plan to achieve budgeted targets
• For assigned customers, negotiate the terms of sales orders (including value and payment) within specified guardrails
• Seek approvals (as per DOA) for deviation (if any) to standard contracts based on performance parameters
• Ensure successful closure of contracts as per timelines
• Review Branch EMD (at branch level, for individual and team) collection status and guide Traders for closures along with the commercial team
• Resolve collection issues along with the commercial team and/or escalate to respective stakeholders for required action
• Collate market demand at Branch level and provide inputs for cargo planning

Branch Development Strategy, Market Intelligence

• Conduct market mapping for Branch to identify potential new customers, regain inactive customers and explore further potential from current customers
• Identify and drive new product development opportunities
• Grow and retain the market share of the branch
• Champion IRM Registration amongst existing customers and ensure new orders are done through IRM (as mandated)
• Provide support to Traders by getting involved in business development activities for their respective territories
• Capture market intelligence through multiple sources (field inputs, research, competition intelligence) - Voice of Customer (VoC) on coal quality (customer feedback) - Competitor scanning
• Circulate market intelligence with respect to competition, pricing and product details and propose action plans
• Review existing processes and systems for identifying process/system improvements, identify new initiatives, automation and digitization opportunities

Inventory Management

• Resolve supply issues or customer escalations by coordinating with customer(s), port and internal team members
• Monitor and minimise unsold inventory within the branch, including planned vessels
• Maintain despatch targets with customers as per their respective contractual terms
• Review average inventory data to plan and minimize inventory aging and handling loss

Reporting and Enhancements

• Guide sales support on timely reporting of deals to ensure hedging of currency and index (if applicable)
• Generate MIS reports as per business requirements (including branch sales reports, inventory reports, competition reports etc.)

Customer Engagement

• Manage customer complaints (regarding quality, operations, logistics etc.) through timely resolution and escalation (as required)
• Guide Quality Team Member to resolve customer escalations on quality-related parameters

Digitisation and Automation

• Lead and execute (for senior roles)/Support (for junior roles) comprehensive digitization strategies to optimise operational efficiency
• Innovate and implement automation solutions to support overall organisational goals/strategy

People and Team Engagement

• Lead, inspire and mentor the team to foster a high-performance culture
• Drive and enhance employee engagement across the team to sustain a positive workplace culture
• Foster a conducive environment for high employee retention by ensuring team satisfaction and professional development
• Supervise and support team to achieve operational goals
• Identify and develop successors
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Key Stakeholders Internal:

• Zonal Head
• · Commercial Team
• · Port-In-Charge
• · Traders
• · Sales Support
• · Quality Executive
•  

Key Stakeholders External:

• · Customers ·
• Port authorities
• · Port - Logistics

Qualifications

Education Qualification:

• Post Graduate in any relevant field or MBA

Work Experience (Range of years):

• 8+ years of experience