Head - Marketing & Sales - Steel Products

Job Descriptions

Role: Head sales and Marketing

Designation: Sr. Manager Sales and Marketing

Department: Sales and Marketing

Reporting to: Director

Reporters: Sales and Marketing team.

Job summary

To establish our Group as Market leader [in terms of market share, revenues & customer satisfaction] while achieving sales & marketing targets through a competent Marketing & Sales team.

Working relationship with internal stakeholders:

Director

- To discuss plans and strategies of sales and Marketing and its execution plans with long terms perspective

Engineering

- To follow up for internal working for component & tool cost for giving quotation to the customer. Support for Bill of material. Support for any data/information required from Customer

- Production Planning & Control (PPC)

- To discuss the Projection plan every month.

- To give Customer priorities

- To support urgencies, if supplier is not coordinating well.

- To lead Internal coordination if support not given to PPC.

- To give customer schedule to be given

Production

- To update on customer requirements related to delivery priorities / seeking status updates specific requirements

- To monitor and review complaints of customers

- To understand and support needed to Production people and understand there constraints/barrier/and timeline before any commitment to the customer.

Accounts

- To support of regular payment from the customers

- To resolve the disputes of old payment issues,

- To review with accounts and support monthly LC / RTGS requirements to give, any support required from the customer

Quality

- To update quality people on all quality issues cropped from the customer's end.

- To share knowledge of competitors up-gradation status on qualitative aspects of products

- To share feedback of customers on quality issues.

- To appreciate and recognize the employees of the quality department on good feedback.

- To organize interactive sessions between customers and quality people.

- Working relationship with External stakeholders

Customer

- To maintain interaction flow with customer

- To understand and discuss new requirements of the customer and his future business plans

- To make a long-term business plan of the company and projections of Investments/resource requirements and capabilities enhancement and talent acquisitions.

- To follow-up on the purchase order timeline and its execution plans.

- To discuss and review scheduled priorities with all stakeholders and update customers if any change.

- To update customers in time if any delay in commitment due to material flow are tooling design or availabilities.

- To organize annual customer meet and interactions with Directors.

Key Authorities

- Departmental Budgeting, Pricing strategies formulation,

- Sales & marketing contracts signing/S&M expenses approvals

- Recruitment of people in formation of Robust team of Sales and marketing

- Recommending employee appraisals rankings/compensation decisions

- Expenses sanctions, approving Sales & Marketing/customer visit Plans of S&M Team,

- Leave sanctioning of his team members.

- Rewarding and recognizing the Good work of his team members.

Key Performance area

- Marketing planning and driving revenue growth

- To Conduct market analysis & identifying opportunities of growing business with existing customers

- To use effectively various sources such as trade journals, industry network, trade associations to build a strong market database & find out opportunities to sale new & existing products to the established customers of Dewas metal sections Limited

- To establish a process for continuously collecting & analyzing potential/existing customers data, competitor moves, emerging needs of customers, business lost to competitors & reasons so as to stay ahead of the competition

- To make a calendar for Preparation of customer visit plans for self & the team & rigorously implementing those with a focus on maximizing leads

- To Implement marketing projects/initiatives to continuously strengthen the company's brand, product positioning in consultation with Director Business Development & marketing experts

- Providing critical business data to the Director on the potential client base, Branding Campaigns, Marketing Collateral, Web Site, competition movements, product updates & emerging opportunities/threats

- To Keep an eye on opportunities of long term high-value contracts with existing customers & collaborating with Director for negotiating & closing business deals

- To review critically the inquiry & sales MIS from sales team & using the information for aggressively driving the sales targets

- To Monitor and keep strict control over S&M expenses to enhance the profitability of S&M function & enhancing cost sensitivity of the sales team

- To Achieve comprehensive sales & marketing targets defined for Order bookings, revenue collections, pricing, delivery, customer satisfaction & profitability

People Development

- To form an appropriate robust team of sales and marketing through right talent acquisitions

- To identify training needs and plan for the training of team members in the perspective of business needs.

- To resolve the interpersonal operation issues of team members

- To identify future leaders and make succession planning

- To work and continuous review for team engagement and satisfaction

- To ensure a work-life balance of team members

- To make communication channels for maintaining flawless communication flow.

- To reward and recognize the team and keep people motivated.

- To establish the grievance redressal procedure

Customer relationship and their satisfaction

- To develop self-designed and customize parameters for customer satisfaction and enriching the mutual relations at every level at both ends

- To develop communication channels with the customer for maintaining communication flow

- To develop an MIS mechanism with mutual understanding To design key processes of sales and marketing for customer communication, information, and satisfaction.

Customer reach

- To make self and teams -travel plans and its execution for customer reach and enhancement of footprint.

Reporting and MIS

- To make monthly MIS for the Director and board.

- To maintain and submit reports to director plans v/s achievements

- To report Monthly bookings and next month's projections.

- To plan for bridging the gap if any

- To project inventory level, market projections, customer feedback

- To report market intelligence and customer feedback

Competencies requirement :

Educational qualifications - BE & MBA marketing

Technical qualifications - B2B Marketing Experience, preferably Sheet Metal Industry

Experience - 10 years of hands-on experience of sales and marketing

Behavioral

- Negotiating skill, Leadership, effective communication, acumen of sales and marketing, and proactive attitude towards business. 

- Comfort in traveling. 

- The approach towards emotional and psychological balance in work life.