Regional Sales Manager - Plasticizers Business

Regional Sales Manager (Plasticizers)

Prepare, implement and execute sales and business development of allocated products in their respective region & to ensure sales target (Volume and Revenue) are met and to achieve business strategic objectives.

Key Result Areas:

- Propose & implement sales plan aiming to meet or exceed business target.

- Achieve Target FY in Qty (MT) & Value Target Value (Rs Cr).

- Achieve NSR across all units to meet profitability numbers for the product which is aligned to the business goals.

- Break down annual number into monthly numbers (seasonality based) to achieve targets.

- Regular co-ordination with plant and customer support team to prioritize production and dispatches as per market needs.

- Regular visit / interaction with at various level with customers organization.

- Monthly meeting with your team for joint review on development project, previous months status, plans specific actions for Sales to convert new project into business and review the plan for next month.

Receivables & Credit control:

- Ensure on time collection from Customers / dealers.

- Overdue should be under control and no overdue receivable by month end.

- Also ensure that there is zero overdue.

- Set receivables targets for the month at the beginning of the month.

- Monitor and review the receivables collection on daily basis.

- Weekly review with the GM.

- Send communication receivable statement to all customer in the beginning of the month.

- Visit customers and if needed with higher management for critical receivables.

Market Development Plan:

- Achieve full production capacity utilization.

- Market penetration to increase market share.

- Increase in sales revenue and Profitability.

- Identify new markets / Industries where we are not present.

Make travel plan.

- Prepare customer mapping report city wise showing application / consumption / current supplier / pricing / credit terms.

- Co-ordinate with technical team to improve synergy and do joint visits.

- Plan regular visit to key customers and also to untapped markets.

- Participate in Exhibitions and make presentations at key seminars on our products.

Market Intelligence:

- Strategic decisions by senior management.

- New product development.

- Pricing strategy.

- Keeping watch on the competitor's strategy along with customer activities and provide necessary information to the higher management for necessary actions at their end.

- Collection of market information from various sources and timely submission of the same to the GM.

- Regular visits to the customers for developing relationship to get competitors as well as customers information.

- Understand from customer any new product is launched by competitor at white price / application.

- Inform technical team and provide customers specifications to check if we can also develop similar product which competitor offering.

- Check any new capacity coming up OR any expansion of capacity by existing competitors.

- Make report and discuss with GM.

Distributor / Dealer Management:

- Increase market share with small customers / unorganized sectors.

- Cover Payment risk.

- Timely deliveries for small lots.

- Explore markets/regions where we need to focus on unorganized sector OR small customers where payment is risk and buys small lots.

- Identify correct distributor who can promote / sell our products to small customer / unorganized sector.

- Go through standard Distributor selection process to appoint right distributor /channel partners.

- Have agreements in place for our existing and new Distributors.

- For existing Distributor, complete the previous year performance review and agree on Targets that cover all aspects of business.

- Review of Distributor performance monthly.

- Regularly review credit performance, level, limits etc.

Credit Limit Management:

- Safeguarding customer risk.

- Settlement of outstanding balances.

- Improving cash flow.

- Check customer's / distributor's credibility in the market by contacting their end users / customers.

- Contact credit rating agencies for report.

- Try to take bank guaranty OR security deposits from end customers as well for safety.

- As per company policy and based on market report / credit rating company set credit limits as per SOP.

- Review credit limit yearly with Finance team.

Qualification And Experience:

1. MBA with Minimum 12 Years of Sales Experience in Plasticizers Industry is a must& should have handled the Concerned Regions.

2. Good technical knowledge to understand technical issues and product range with respect to customer requirement and ability to provide them with an apt solution.

3. Ability to work with cross functional and multi-lingual teams with extensive travelling will be required.

4. Knowledge of the Company product line, product applications.

5. Knowledge of Customer Complaint Handling.

6. Knowledge of Competitors, their products and their strategies.

7. Knowledge of Market & Territory.

8. Knowledge of Strategy Formation and Implementation.

9. Knowledge of Budgeting.

10. Be part of the growth journey of a high performing team and lead them from the front.