Asahi India Glass - Deputy General Manager - Sales & Marketing - OEM

Role Nam : Deputy General Manager- OEM - Sales & Marketing

Reporting to Unit Head- OEM-Sales & Marketing

Role Purpose :

To enhance AIS share of business & target new business win, customer price negotiation, profitability analysis, price correction, ensure customer relationship management and customer satisfaction

Responsibilities Heads :

Business Development :

KRA :

- To generate new enquiries with existing & new customers.

- Increase share of business.

- RFQ management & price negotiation.

- ECN management & cost recovery.

KPI :

- No. of RFQs generated(new & existing customers)

- No. of orders finalised (target vs actual)- Opportunity sales loss.

- Project profitability (Target vs Actual)

Strategic Planning & Execution :

KRA :

- To make & finalize strategy for customers along with Unit Head-Sales & Marketing

- Profitability analysis and price correction.

KPI :

- Customer profitability (Budget vs Actual)

Customer Satisfaction :

KRA :

- Build customer relationship through deep engagement.

- Customer satisfaction improvement plan and execution

- Customer relationship building

KPI :

- New business win

- Customer visits & engagement plan.

- Margin expansion

Sales Forecasting and Control :

KRA :

- Assist Unit Head - OEM Sales & Marketing for mid Term & Annual planning activity

KPI :

- New customer win'-Increase in share of business (SOB)

- Improvement in profitability through price correction

Sales :

KRA :

- Achieve sales as per target

KPI :

- Budgeted sales v/s actual

- Share of business

- Loss in sales

Competitor mapping :

KRA :

- To monitor competitor activities in order to define company strategy and response to customers

KPI :

3C report(company, customer, competitor)

- Competitor share of business

- Competitor activity at customer end (customer visit, PPM, delivery performance etc.)

- Competitor technology & product upgradation

- Competitor cost study

- Competitor pricing strategy

Receivables control :

KRA :

- Collection of payment as per agreedterms in order to ensure cash flow

- Customer credit control as per policy

KPI :

- Payment receipt (plan vs actual)

- Customer outstanding and overdues

- Bad debt and Payment at rest

System adherence :

KRA :

- To implement and maintainsystems/processes like TS-16949, TQM & ISO-14001

- Order to cash for improved productivity and control

- Customer audits

KPI :

- Number of Non-conformities(External/Internal)

REQUIREMENTS :

Knowledge :

- Auto Industry

- Product And Process Knowledge

- Systems of OE Customers

Experience : 15-18 years

Skills :

- Business Development

- Negotiation Skills

- Pricing & costing

- Customer Relationship Management

- CFT Management

- Analytical Skills

- Communication(written & spoken)

- Proficiency in Computer(MS Office)

Qualification :

MBA (Marketing) or B.E.+MBA