Territory Sales Head - Cement Industry
Rising Sun Business Solutions
Work from Office
Full Time
Min. 5 yearsJob Description
Territory Sales Head-Bhagalpur - Bihar | Cement | Cement
Job Purpose
Ensure the implementation of the regional sales plan by monitoring and directing the
regional sales team to achieve the sales, realisation and collection targets
Job Context & Major Challenges
Job Context:
Cement is a core industry. The industry has surplus supply position and entry of MNCS is a major threat. The ownership of the industry is highly fragmented. The product is highly sensitive to power, fuel and freight cost which are known as major value drivers for this business.
Building Product Division is a leading name in the Indian Cement industry with an installed capacity of about 10.6 million tonnes per annum. The company has production facilities at 7 locations spread across the country. Cement Marketing division was established in January 1999 now headquartered at Mumbai with four zonal offices and many regional offices under the zonal offices.
Job requires achieving sales targets, monitoring operations of various sales offices under that region, maintaining relationship with key customers and dealers.
Job Challenges:
Key Result Areas
| KRA (Accountabilities) (Max 1325 Characters) | Supporting Actions (Max 1325 Characters) | |
|---|---|---|
| KRA1 | A) Provides local market inputs to enable the Functional Head develop the marketing strategy. | 1) Collects market information. 2) Assesses the market potential for BPD products. 3) Estimates increased volumes / market share. 4) Tracks and feed information on competitors movements. 5) Recommends initiatives required for the State |
| KRA2 | B) Develops territory wise sales plans in the areas of sales volumes, realizations and receivables, articulate and ensure achievement of the same. | 1. Sets depot wise measurable targets. 3. Develops and monitors call cycle plan. 4. Ensures confidence of the team members in the plan. 5. Directs Sales Team to achieve the set targets. |
| KRA3 | C) Monitors and ensures that the regional expenses are well within the budgeted costs. Increase market penetration and development of new markets by strengthening the dealer network. | 1. Plans for expansion of dealer network with depot heads. 2. Ensures target achievement of increased dealer network. 3. Reviews and monitors dealers performance. 4. Arranges various campaigns and promotional activities to motivate the dealers |
| KRA4 | D) Ensure high level of customer satisfaction and continuous growth of the business. | 1. Interacts and meets regularly with key customers. 2. Identifies needs and ensures high delivery standards |
| KRA5 | E) Ensures implementation of required market development and product promotion activities | 1. Ensures regular mason / counter / architects meets in the region. 2. Monitors the technical services and support activities. |
| KRA6 | F) To implement the manpower plans for the region and recommend planned development of the subordinates | 1. Identifies the needs as per the sales plan and budgets. 2. Coordinates with HRD function for the speedy appointment of people. 3. Liaises with HRD head for development inputs. 4. Maintains personal contact with field employees |
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