AIS - Business Head - Sales - CPT

Strategy & Formulation :

- Develop and spearhead the implementation of strategies, policies, and initiatives aimed at increasing sales and identifying and capturing new business opportunities

- Undertake in-depth analysis of potential trade channel clients/markets including competitive analysis to develop strategies and approach to market penetration, consolidation, and growth

- Coordinate with Corporate Marketing to create any strategic partnerships, alliances, and bundles that ensure products are highly visible, properly positioned and referenced.

Marketing :

- To build brand equity amongst customers by providing quality in terms of a technical solution, costing, deliveries, product quality & customer satisfaction

- Give direction to the technical department to propose technical solutions for projects

- Ensure availability of the optimum quantity of samples and colaterals

- Participation in exhibitions and trade shows to increase AIS brand visibility

- Decide on Product mix as per market and business requirement

New Product Development :

- To study the market for new or latent need or demand for new products in the market

- To continuously innovate & develop on new products in the coated segment that will keep AIS ahead of the competition

- To launch high-end glazing solutions required in the market

Business Development :

- Develop and increase business for the AIS SBU products, by evaluating new business opportunities - targeting new channel partners and new markets

- Increasing brand visibility, distribution & reach of AIS products and services

- Develop system, processes and people capabilities to proactively identify market-leading new business opportunities

- Ensure best practice sales systems and processes are developed and/or implemented to ensure the capability to deliver on new business opportunities

- Involve in high-level proactive networking and relationship building with existing clients and prospects, so as to be aware of their requirements

- Overall responsible for realizing target in terms of sales, price management, profit management by ensuring efficient demand planning, sales planning

Sales :

- To sell budgeted quantity at a budgeted price

- Ensure demand Planning through forecast and budget based on inputs received from sales team members; by keeping abreast of all information like business drivers, requirements, key concerns and risks

- Assign sales territories, key client accounts and set goals, for sales team members based upon corporate plan combined with the business potential of the target area and monitor performance on a continual basis

- Analyze monthly product wise sales (Sales - Budget vs Actual) so as to identify areas of network expansion/correction and monitor market share

- Monitor overall sales in the domestic market on daily, monthly and quarterly basis in order to make course corrections for achieving monthly and yearly sales targets

- To optimally utilize own processing increasing value-added sales for the company

- Monitor and manage inventory against sales quantityMonitor sales value and volume and guide team members on increasing sales of products to achieve topline and bottom-line growth

- Collections and Sales Accounting

- Compliance with tax regulations

- To achieve sales contribution and budgeted PBDIT level

Sales Operations & Execution :

- Overall responsible for realizing target in terms of sales, price management, profit management by ensuring efficient demand planning, sales planning

- Ensure demand Planning through forecast and budget based on inputs received from sales team members; by keeping abreast of all information like business drivers, requirements, key concerns and risks

- Assign sales territories, key client accounts and set goals, for sales team members based upon corporate plan combined with business potential of the target area and monitor performance on a continual basis

- Ensure that the sales strategy and plan is executed and targets (acquisition, retention and sales) are delivered

- Monitor and analyze business development activity against targets and evaluate effectiveness of the same

- Advice sales team members on ways to improve their sales performance achieve goals and obtain expected quotas

- Analyze monthly product wise sales (Sales - Budget vs Actual) so as to identify areas of network expansion/correction and monitor market share

- Monitor overall sales in domestic market on daily, monthly and quarterly basis in order to make course corrections for achieving monthly and yearly sales targets

- Develop a budget for the Sales activities along with Marketing and ensure adherence to budget figures and cost containment

- Monitor and report all sales spend and return to ensure effective budget management

- Ensure the sales strategy addresses profit optimization and cost reduction opportunities

- Monitor travel expenditure of Sales team

- Ensure timely generation of invoices and receipt of the same by the clients

- Ensure collection of payments within the specified timeframe, to minimize outstanding

- Monitor outstanding and overdue and taking necessary actions so as to eliminate write-offs and faster collections resulting in optimal working capital requirements

- Reconciliation of accounts receivables - and updating same to Business Planning and Marketing

Network and relationship building :

- Maintain and develop relationships with existing and prospective customers through personal visits/meetings, telephone calls and emails

- Conduct regular visits to key clients, distributors, and key dealers

Customer Satisfaction :

- Ensure customer satisfaction in terms of quality, delivery against commitment

- Undertake a study to understand the current status of customer satisfaction and Gap analysis and counter measures if required.

HR :

- To design the organization structure for the Projects team

- To define the Roles, responsibilities and authority of the projects team

- Recruitment as per plan

- To identify training need and impart regular training

- All R2R responsibilities

Market Intelligence :

- To track market with regards to new products, competitors activities, new development (In india or across globe)

- Keep track of competitor's strategy and take a countermeasure, if required

MIS reporting :

Daily/weekly/monthly reports on key metrics

Regulatory environment :

- To represent the company in all regulatory/industry bodies

- To continously monitor change in regulations and analyze its impact on business

- To report all regulatory activity to management

- To suggest and implement all actions in light of regulatory changes"