AVP - Sales & Marketing - Industrial/Polymer

Purpose

- To plan, lead & control Coated Fabric Sales & Marketing operations in Domestic as well as International Market. To achieve the sales target, New product launches, market activation by increasing the depth & width of distribution.

Principal Accountabilities & Responsibilities

- Outcomes/Activities for achieving Outcomes

- To achieve the Sales target for the Business.

- Monthly Zone wise Sales planning, Ongoing review and evaluation.

- To Increase Product Reach

- Periodic review of Distributor Network and appointing new distributors. To identify new OE & Institutional customers.

- To finalise product prices

- Coordination with coasting department & Zonal Manager and determine prices with consultation of Business Head.

- Planning and Implementing Promotional activities.

- Annual planning & monthly monitoring of promotional activities - its implementation & effectiveness in the market.

- Redressal of Customer Compliant on time Effectively coordinating with Sales team on complaints from market and reviewing with Quality Assurance on the complaint.

- To Control Outstanding

- Monitoring sales collection & overdues.

- To Develop new product

- To coordinate with Sales & Business Development team for new product development.

- Man Power Development.

- To understand the needs of Individual Sales Team & make a Development plan alongwith Training calendar.

Nature of Subordinate Activities

- To achieve sales targets of respective Zones.

- Control outstanding payment.

- Develop new market and Improve sales

- Timely update MIS

- Maintain relationship with OE customers.

- Continuous Market feedback.

Working Relationships

- Daily Interaction with Zonal Managers

- As & when required Interaction with Distributors to understand their needs, requirements, market information etc

- As required Interaction with Key Personnel among OEMs, large customers and government bodies, Army and other institutional customers for relationship management and business development.

- As required, Interaction with Manufacturing and Supply Chain to ensure on time delivery to customers.

- As & when required Interaction with Manufacturing and NPD teams to provide feedback from the market & with logistics partners to ensure smooth delivery to customers.

Challenges/Complexity of Job

- Highly unorganized & Fragmented Market.

- Availability of cheaper imports and Substitutes is quite high.

- Entry of new players is very high.

- Handling a diverse customer profile which at one end consists of OEMs and at the other end of Transporters / Rexene Dealers / Bus, Truck Body Builders.

- Limited capabilities of the plant – hence limited product range. E.g. cannot handle light weight greige fabrics, cotton fabrics etc. Wider range of products & diverse application with varied customer base.

Decision Making Boundaries

- Decisions pertaining to making changes in Channel Management and fixing monthly sales targets, and with regard to choosing promotional activities within the scope of approved plans/budgets.

Educational Qualification

- B.E. / B. Tech

- 15+ years- Varied product selling exp. Around twelve plus years of experience handling industrial products. Should be able to understand Polymer based technology and have the aptitude for Product Management.

Competencies - High Managerial and Analytical skills, Leadership skills, Excellent communication