Zonal Sales Manager - Cement Industry - North

Strategic Management:

- Responsible for defining and implementing state wise business objectives consequently define the sales strategy based on guidelines given by Chief Sales & BD Officer and ensure effective implementation through market understanding and business development objectives, develops short and long term strategy for the region in terms of market evolution, segment characteristics, revenue and price growths, optimisation of supply chain and distribution costs, product systems and applications, service standards, policies and procedures, Customer mix and satisfaction goals..

People Management:

- Identification of trained manpower from the market and recommending it for future selection to State Heads.

- Build a performing sales team by market wise mapping of manpower from competition recruit/retain best people in that market.

- Achieve desired Talent Mix basis Talent Strategy ration of 50:40:10

- Manage the sales team under his responsibility: define the missions and objectives of his workforce, carry out their performance reviews, ensure the motivation of his team and develop their skills.

- To identify and recommend suitable training programmes for developing skill set.

- Design and monitor cost effective, innovative learning and development plans that impact competency mapping.

- Impart regular training to entire Sale and Back-office team on various subject related to Sales, Finance, Business Development, Logistics etc. so as to achieve the desired company's objectives.

- Adjust the Sales Organisation of his region (Head Counts, working processes, resources allocation, etc) to optimise its effectiveness and efficiency.

Business Development:

- Develop business models for value maximization and standardization of business model in all markets in line

- Identify and resource expansion of cement product offering through new segments and applications development through influencing regulatory environment, important stakeholders etc.

- Validate the target customer and prospect base, proposed by RSM/ASM/BSM, and control its effective management. Participate in the design of the value proposition per segment (products, systems, services, distribution/delivery, pricing, branding, communications, etc) and monitor its implementation

- Rates the potential value (financial health, growth strategy, sustainability) of markets and customers Sales Revenue & Operations management: Actively participates with Chief of Sales & BD Officer in the 4 key stages of the BU management cycle - strategic review, performance plan and budget and lead the implementation of sales actions. He is directly responsible to develop and implement regional budgets periodically on volumes and price as well as cash flow and risk [s] management.

Sales Operations Strategy Management :

- To optimize sales in high contribution areas by formulating strategies to give long run returns

- To plan and forecast warehouse / market wise sales volume along with other control figures on a regular basis - Drive PAP effectively in various markets under control.

- To Rationalize and monitor secondary freights in coordination with logistics

- Monitoring the Warehouse prices and taking necessary steps to correct the variances, if any.

Marketing Management :

- Participate in development of ATL marketing campaigns jointly with Marketing

- Implement BTL campaigns and activities

- Jointly formulate strategy with marketing regarding launch of new products, packaging, product development etc.

- Analyse competitors' campaigns, products and various other moves of competitors.

- Be responsible for Customer Satisfaction through implementation of several measures to make preferred brand for end customers

- Approving of Hoardings sites, execution of wall & shop paintings and any other activity to promote Sales.

Responsible for new market acquisition :

- This requires extensive research and identifying steps for seeding and creating expansion base in the market place. The ZSM is responsible to:

- Appointment of new Channel partners by team.

- Determine priority of segments through measure of overall attractiveness and validate their presence in Cement portfolio using ABC segmentation.

- Designs Value proposition for selected key market players (direct customers, end customers, influencers.) of a segment, which will create additional margins

Channel Motivation / Development : Responsible to drive development of distribution channels by ensuring appropriate channel segmentation and design; guide the negotiations process with Channel members and ensure profitability of channel members in terms of minimum ROI.