Area Sales Head - Goa

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.

KRA6 Initial complaint handling * To attend to the complaints of customers with regard to minor & generic applications & products

• Visiting site to get the actual feel of complaint
• To take the initial account of the nature of complaint
• To attend to the complaints of retailers with regard to packing quality, product quality, weight complaints, damaged goods
• To handle the complaint as per standard checklist of complaint handling & liaise with insurance company for the damages settlement