Zonal Head IB

Institutional Business team is assigned responsibility of evacuation of over 3 MMTPA i.e. over 15% of the Refinery yields comprising of 8 products i.e. Petcoke & Sulphur (Solids), Bitumen (Swing), HSD, HF HSD, LDO & MTO (Liquids) and Fly Ash resulting in revenue of ~ USD 950 Mn approx. While evacuation of Bottoms is key function, the key to success shall be maximizing the realizations. 

 

Responsible for forming customer centric strategies to ensure targeted market share is achieved by placement of product in right geographies. Evaluate Business proposals for placement in Domestic as well as International market considering all options of Direct marketing as well as through Channel partners to achieve targeted revenues. Expand product portfolio by identifying opportunities for launch of new products and collaborating with all concerned stakeholders.

1. ACCOUNTABILITIES & RESPONSIBILITIES

 

 

 

ACCOUNTABILITIES

 

ACTIVITIES

1. Business Development  - Establish and implement short and long-term goals, objectives, policies, and operating procedures

• Explore identify and develop new business opportunities and Challenges.
• Monitor and analyse industry trends and market changes
• Forming strategies and plans which identify marketing opportunities and new product / project development 
• Identify tools, solutions & technologies that drive sales efficiency and revenue growth 
• Align planning / forecasting and budgeting initiatives
• Continuously develop new policies and revisit old policies to be in line with best, competitive and global practices.
• Forecasting future sales and forming sales plans to adapt to constant shifts in the market place.
• Forming sales strategies to have competitive edge through innovative methods. 

1. Implement short & long term strategy to increase sales & maximize margin realization

• Marketing of Direct Sales Product to diversified   industries & institutions (Private sector & Public sector) 
• Implement new Tools to increase sales effectiveness
• Coordinate management of major and critical accounts
• Owning and exceeding annual sales targets within assigned territories and accounts.
• Building and maintaining strong, long lasting customer relationship.
• Evaluation of channel partners
• Ensure that product promotion schemes are formulated based on market dynamics.
• Overseeing and managing a team of Area Sales Managers in their respective zones. 

1. Supply chain management

• Active touch with head of all supply locations to ensure smooth operations.
• Co-ordination and ensuring tailor made products for certain niche customers meeting stringent quality parameters as well as delivering optimal margins.

1. Compliance

• Visible and transparent management
• Ensure all statutory requirements are complied with.
• Continuously develop new policies and revisit old policies to be in line with best competitive and global practices.
• Stringent implementation of customer on-boarding and credit policies.
• Adhering to and suggesting revisions in Delegation of Authority providing ease of functioning

1. Network Management

• To render regular and qualitative inputs to Govt. bodies & enable designing of favourable policies 

1. Enable team to set clear targets, expectations, and assessments

• Goal setting based on market understanding.
• Team assessment.
• Motivation of the team 

1. Key Accounts

• Customer / client interaction and networking
• Competitor pricing analysis.
• Financial impact analysis on supply chain partners
• MoU evaluation 
• Management of key accounts
• Partnering with customers for smooth business functioning
• Ensuring timely despatch to customers - no dry outs

1. Rolling out Pricing

• Basis on market dynamics and International Price movement pricing to be formulated and fixed.

1. Exports  and Imports of products 

• Maximising margins while evaluating product placement in international geographies.
• Plan strategic imports of product 

1. Review and achievement of Annual Business/Sales  Plans

• Constant monitoring of Annual Business / sales Plan across all business lines.
• Develop & grow direct sales business
• Build up direct customer volumes for all the products (black oil, white oil,) to ensure positive realisation over EPP. 

 

Graduate Engineer or Post graduate in Marketing Management

Experience Level

Executive Level