Regional Sales Manager

JOB DESCRIPTION Job Role : Team Member - Sales & Marketing Job Role ID : SECTION I : BASIC INFORMATION ABOUT THE JOB ROLE Outlines the count of employees reporting and financial and geographic scope of the role Job Role Variant Team Member Sales and Marketing (PetChem) Manager Job Position Team Lead - Sales & Marketing Job Position ID Job Family Sales Grade / Level Value Stream Sales & Customer Operations Sub-Job Family Sales & Marketing SECTION II : PURPOSE OF THE ROLE Location A two to three line statement outlining the objective or the reason for which the job exists. To support the Senior Team member in the execution of Sales & Marketing strategy by enhancing the overall customer experience, assist in conduction of market research, ensuring adherence to established processes, procedures and guidelines thereby achieving business objectives and targets in line with RIL's overall goals & objectives List of responsibilities attached to the role are documented below. These responsibilities are representative and the role holder is also responsible for any other job assigned by the superior authorities from time to time. This section in not intended to be an exhaustive listing of all activities done by the role holder. It should capture only the key responsibilities of the role SECTION III KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE Responsibilities Market Research Sales Planning - Support market research and competitive analysis to identify trends, opportunities and potential leads as per plan. - Support in various end-use studies to gauge the potential, performance requirements, growth trends to position existing grades and introduce new grades for additional business - Provide inputs to PH and RM for NSR improvements and pricing through constant interaction with customers & channel partners on open market price, trends, and international offers - Periodically gain insights into customers business trajectory, capacity additions and investments to provide inputs for customer segmentation - Keep a track of co-producers business operations, product availability, commercial policies and trade terms and periodically update business on any new developments - Consolidate the monthly & annual sales plan with the senior team member and monitor actual customer off take vs. plan (Sales Plan, MOU, Annual Budget) for the territory. Report in case of any deviations - Generate orders on a daily basis by following up with customers and channel partners. Maximize grades with higher NSR in the assigned geographical territory - Create category wise customer coverage plan detailing the frequency of physical visits for value-added services followed by on-line submission of visit reports in eCRM module - Follow up with relevant stakeholders for collection of statutory documents like C Forms, authenticated excise invoices, letters confirming discharge of service tax liabilities, documents for grouping of companies as per policy, ARE Forms, etc. - Generate commercial proposal in collaboration with the senior team member for case pertaining MOU Defaults, QD cases, etc. Customer Relationship Management - Provide feedback to customers on dispatches, order status , stock transfer movements to regional depots - Inform customers and channel partners on production schedules, material availability position from various manufacturing sites, change in our prices, MOU Schemes and signing - Acknowledge customer claims, provide feedback, escalation or resolution for the issue within the specified time frame under defined service level agreements - Provide support to new customers such as handholding, master creation, grade selection, DCA tie-up, technical knowhow, etc. - Assist in conducting CRMs, Seminars, Workshops, Exhibitions, etc. aimed at generating additional business as per plan - Collect samples both finished products and raw material aimed at enhancing service levels to customer - Keep track of over dues / outstanding of customers and follow up for payments Metrics that are used to evaluate the success / performance of the role; specific targets do not need to be included as those would change from Y-o-Y SECTION IV : SUCCESS METRICS - Customer penetration achieved - Stock ageing (number of days as per target) - Customer engagement activities as per target Key Interactions : Internal - Project Team, Production Team External - Channel Partners, Vendors, Customers, Consultants Key interactions which are essential to execute the role. This will include both internal and external stakeholders SECTION V : OPERATING NETWORK Minimum qualification, technical competencies and capabilities which are essential to execute the role. It may not be a reflection of job holder's own qualification and competencies SECTION VI : KNOWLEDGE AND COMPETENCIES Education Qualifications - Bachelor in Engineering or Bachelor in Technology (Chemical / Polymer / Textile / Mechanical) and Masters in Business Administration FUNCTIONAL COMPETENCIES BEHAVIORAL COMPETENCIES Experience (Must Have & Good to Have) - 0 to 4 years of experience in similar domain Functional / Behavioural competencies required to execute the role - Product Knowledge of end use sectors - Customer Relationship Management - Competing Product Economics - Domestic logistics & Warehouse Management - Downstream Processing - Basic IT & Software skills Feeder Roles Possible Next Role Movement Sr Team Member - Sales & Marketing An outline of roles leading up to and out of the current role to contextualize career movement SECTION VII : CAREER MOVEMENTS 1