Area Sales Head-Jorhat

Job Purpose
Job Purpose Description
Job Context & Major Challenges
The White Cement industry currently has surplus capacity. The advent of substitutes has resulted in a major decline in White cement applications. The trend is towards use of modern and convenient applications. The other direct competitor (JK) is not firm on policies and resorts to heavy price cutting and extended credit. JK is also not serious when it comes to expansion of market. Birla White has to lead in expanding the market by promoting applications. Adding to this is the heavy MRP based excise which results in high prices for white cement as compared to grey cement
White Cement is a low involvement product. It is an ingredient in exterior/interior finishes but the company cannot showcase a readymade finished product. All applications are through outside agencies hence the company has no control over the finish
Key Result Areas
KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)
KRA1 Accountability: Sales collection, C form collection & Ugai management * Monitoring & reviewing company & freight outstanding
Reviewing the ageing of debtors on a daily basis
Collections of cheques, DD from customers
Coordination with DIC for ensuring collections in time
Development & periodic review of critical ugai indicators
Collection of all the C forms from the parties
Ensure that the C forms are in proper format with all supporting and are dispatched to plant in time
To involve in Stock plans with DIC and give detailed forecast to ensure achieving 90% accuracy in I2 plan.
KRA2 Achieving sales targets
Achieving sales targets of white cement & new products * Ensure frontline implementation of zonal marketing plan
Process & monitor daily sales figures & coordination with Logistics for supplying the material to the sales area
Review the classification of stockiest / retailers & direct users according to their lifting & other specified parameters
Performing systematic market visit schedule activities
Building rapport with all the customers
Ensure collation of orders & feeding the same in e-commerce site on web
Approval of credit note after checking all the details
To fill in Daily Activity Report & call cycle entries
Attentively listen to customers problems/issues & apprise the same to area head/state head
Attending to quality, pricing problems of the retailers/ stockiest & direct customers
KRA3 Gathering market feedback * Provide the feedback & need for appointing new dealers/ stockiest in unrepresented areas or the areas which are not fully penetrated.
Providing feedback on weak pockets of sales areas & the reasons thereof
Closely interact with retailers/retailers staff/ stockiest to get the first hand market feedback & submitting the same to area head/state head
Make available the information on competitors promotion activities to area head/state head
Make available the information on competitors pricing activities to area head/state head & collection of bills as proof for the same
KRA4 Promoting products & applications * To conduct retailers meet and coordinate with CASC personnel for imparting training to retailers on new products & technical aspects of products
To involve CASC team in sales plan and give detailed requirements of Sampling/ Painter Meets/ Counter Meets for the month. Participate in events along with CASC and convert the activity into business.
Ensuring proper utilization of budget for promotional activities
To ensure implementation of promotional schemes in retail channel & submit the first hand report of the schemes effectiveness
Collection of tokens, issuals of credit notes for implementing the scheme
Timely distribution of sales promotional material
Ensuring that all advertisement material (POP material, posters, danglers) are properly displayed and that the visibility of the same is there
To help direct parties, cement & paint manufacturers by assisting them & providing market trends & add value to their business
Distribution of gifts & other promotional material to customers in time
KRA5 Initial complaint handling *Reporting Complaints and background to CASC officer. To visit and facilitate CASC personnel to resolve.

Work arrangement
No