Associate Vice President - International Sales - Coated Products

Associate Vice President - International Sales

Position Details :

Current position holder - New Position

Division - Sales & Marketing (International)

Location - Mumbai

Reports to VP - Sales & Marketing (International

No. of positions - 01

Purpose - Why does this role exist :

- Achievements of volume targets as defined in Annual Business Plan (ABP) and Monthly Business Plan (MBP).

- Ensuring order's booking in line with EIBDTA decided.

- Envisage market conditions in prevailing business environment and prepare action plan/s accordingly for sustainable sales.

- Ensuring coated lines are sufficiently loaded for production as per the allocations.

- Order booking

Organization Chart (attach Organization Chart as Annexure)

Position reports to : VP (International Marketing)

Positions peer with : Product Managers

Positions reporting : Coated product's Sales (international) team

Key Result Areas (Key Performance Indicators) :

- To achieve ABP target of sales for coated products

- To ensure all the lines of coated products are sufficiently loaded according to the allocations given.

- To achieve MBP (Monthly Business Plan ) targets of sales & collections on regular basis.

- To participate in various CSR activities and contribute time.

Critical Tasks :

- Deciding upon finalising and achievement of volume targets as defined in Annual Business Plan (ABP) and Monthly Business Plan (MBP) of all plants.

- Development of new markets for new products for expansion of sales for product like Gavalume, Colouron etc.

- Ensuring end to end sales (cash to collection) of Coated products from Uttam Galva along with all affiliate companies producing coated products.

- Expansion of direct customer base.

- New strategies for promoting coated products globally

- Continuous monitor customer's sentiments/ Govt policies for future projections in international

- markets based on inputs decide upon the Geographies. Accordingly, project quantities for allocations in Annual Business Plan.

- Closely work with Marketing Research team for trade regulation compliances, trade barrier initiatives taken by import countries; governments and regulate the export quantities to avoid risk of potential barrier.

- Ensure required orders are booked & released well with-in the export lead time and shipment schedule is finalized to achieve sales targets for the month.

- Ensure orders are backed up by suitable financial instruments and documents are prepared with zero discrepancy to ensure timely payment of export proceeds.

- Ensure very well coordinated port activities and ship berthing and loading as per schedule.

Decision making authority (Decisions expected) :

- Order booking as per product wise allocation.

- Pricing as per Top Management guidelines.

- Secure safe financial instrument for business transactions.

- Vessel Planning and shipment schedule.

- Delegation of work to teams.

Educational Background and Work Experience

- BE/ B Tech preferably in Metallurgy with 20-25years post qualification experience; MBA an added advantage.

- Must have exposure to rolled/ galvanized products

- Exposure to international markets and sales

Competencies :

- Possess Business Perspective & Acumen.

- Self starter taking ownership of the Team commitment.

- Understand anticipate Internal I External customer needs.

- Take effective speedy decisions.

- Proactive.

- Communicate clearly & actively listen to people.

- Foster Safe environment for Team communicating candidly regarding problems, obstacles, risks.

- Care for people & treat them fairly.

- Initiate build relationship with all concerned.

- Open to new ideas & diverse perspectives.

- Welcoming to stretched targets & deliver results consistently.

- Ability to take higher responsibilities & have capability to deal with multiple tasks simultaneously.

Working relationships - Stakeholders

Internal : External :

Head - Sales Customers

Technical & Commercial teams at plant Indenting Agents

Shipping team Trading companies

Documentation team - CHAs

- Finance & Accounts

- Reporting team

Key Success Factors - Challenges :

- Order booking with short lead time and with best prices.

- Completion of production, dispatches and shipments within month for achievement of sales- targets.

- Absence of Fair Trade practices by Competition.

- Safe & secure Financial instruments.

- Smooth negotiation of documents.

- Timely settlement of Quality claims.

- Regular update on market condition, demand and supply parameters, competition & trade barriers.

- Volatility in sea freights.

- Poor infrastructure at ports to handle higher export volume.