Regional Head - Ops & Sales

Job Purpose
Plan and lead the performance of the RMC business of the Region, look for the opportunities to improve market share, and is responsible for the profitability of the region.
Job Context & Major Challenges
Plan and lead the performance of the RMC business of the Region, look for the opportunities to improve market share, and is responsible for the profitability of the region.
Driven by strong economic growth, construction industry in India is booming resulting in increase of RMC consumption. Various MNCs in partnership with international consultants are executing projects with major focus on retail and medium projects which are challenging, complex and time-bound. RMC offers high-tech solutions to cater to the needs of such projects. Given the growth trajectory ahead for India, the demand for Ready Mix Concrete is expected to grow tremendously with a strong focus on sustainability and customer centricity.
Key Result Areas
KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)
KRA1 Business Development & Business Excellence
Interact and meet regularly with customers / consultants / contractors, participate in the sales presentations and engage with associations & professional bodies at region level
Track and monitor the adherence of business excellence processes and report any non-conformity
KRA10 Safety & Statutory Compliance
Communicate and ensure handholding of safety standards with the customers
Conduct hazard analysis and identify Health & Safety risks to develop control measures in order to minimize/eliminate them
Ensure that the safety procedures and compliances are followed as per safety guidelines in the region
KRA2 Sales
Achieve the sales target in terms volume, product mix & segment ratio at agreed price positions to achieve maximum realization for the region
Review and appraise the performance of sales promoters periodically
Prepare Sales Promoter Commission (SPC) agreement including Customer list in the beginning of financial year
Achieve the sales target in terms of volume, product mix & segment ratio at agreed price positions to achieve maximum realization for the zone/region
Create and provide opportunity for knowledge enhancement through Training, Seminars, Conferences etc
KRA3 Customer Feedback & Management
Attend product quality grievance of customers which are above the scope of plant level or investigate key customer complaints and implement corrective actions
Gather feedback from customers to get information on competitor’s products and services to help develop counter action plans/products
Provide consolidated customer feedback analysis of all plants
KRA4 Industry Analysis & Maintainance Management
Monitor competitive activities including sales, pricing and close interaction with key stakeholders like consultants, industry experts and professional bodies
Explore new sources for economically viable maintenance services while considering availability of quality indigenized(localized) spares
KRA5 MIS
Monitor Contribution, Realisation, Raw Margin, Order Loss, Customer / Site Behavior and Individual Performance
Prepare reports to monitor the efficiency, availability and breakdown of TMs, pumps & plants, OTE at plant, OTD, OTE at site, VDMS and VTS
Prepare standard reports for Segmentation (Retail / Project / Government), Market Share, Price Comparison, VAC sales, VAC Volumes and Ughai
Prepare operations and marketing related reports, analysis and performance review meeting presentation data at region Level
KRA6 Order Planning & Scheduling
Provide new customer details to the CSD and help in creating SAP customer code and entering customer details in SAP prior to first dispatch
KRA7 Payment Receivables
Authorize the credit limit based on guidelines mentioned in the SOP at region level
Encash or extend Customer Bank Guarantee based on the Customer Receivables
Ensure receivables of all outstanding payments / defaulter cases of cheque bouncing or any legal matters
Monitor outstanding payments regularly to identify critical customers and hence strategize receivable collection
Reallocate the approved permanent credit limit of a group in different sites within zone/region
Track constantly and control the overall credit exposure to ensure optimum cash conversion cycle that is within Zonal/Regional limit
Track constantly and control the overall credit exposure to ensure optimum cash conversion cycle that is within region limit
KRA8 Planning & Budgeting & Product Development
Prepare, consolidate and analyze region plan and budget
Prepare, consolidate and analyze Plant plan and budget
Prepare, consolidate and analyze Zonal/Regional plan and budget
Set measurable targets in terms of Sales volume, Segment ratio, Market share, Product mix, Realization and addition of new accounts for the region
Arrive at the mix design as per customer’s requirements
Identify market prospects for new products and process innovations and coordinate with technical Services team during the process of new product development
Fix up pricing and discount for retail customers based on market conditions for the region
Ensure timely delivery to Institutional customers by looking into product mix, customer mix, segment mix etc. and achieve assigned strategic account objectives for the zone/region
KRA9 Resource optimization
Conduct regular cost analysis of manpower and machinery on per cubic metre calculation to achieve realization targets
Plan and monitor key operational parameters and efficiency targets to measure performance
Identify contractors/transporters/vendors for TMs, pumps & JCB, revise rates & review their performance
Explore new sources of raw materials and procure quality raw materials cost-effectively as per standard specifications

Work arrangement
No