JK Cement - State Head - Sales & Marketing

Role Name / Designation : State Head

Function / Department : Sales and Marketing

Reporting to :

a. Functionally : Zonal Head

b. Administratively : Zonal Head3

Role Description :

- Responsible for overall sales growth in the region assigned

JOB SUMMARY :

- To ensure the achievement of the sales target for the assigned territory, at agreed price positions to achieve maximum retention

KEY ACTIVITIES AND RESPONSIBILITIES OF THE ROLE :

a. Financial

- Good Credit Management: To monitor and control the timely collection of money to keep receivables under control.

b. Customer

- Ensure Proper dispatch to the network and customers.

- Estimate stock requirements, coordinate with godown/depots for stock availability

- Coordinate Brand Promotion / Technical Support activities.

c. Process

- Focusing on the basic pillars of retail and distribution i.e. coverage, availability and visibility.

- Monitor and analyze market trends, studying competitor's product and services strategy, executing marketing strategies

d. Capability

- Motivating & guiding the team for target achievement

- Explore new markets, non-conventional bases and developing a new distribution network to properly serve the uncovered areas.

KEY PERFORMANCE INDICATORS :

a. Measurable deliverables

- Sales no.

- Retention value

- Collections targets

- Network management and expansion (Appointment of Stockiest and dealers)

- Optimize cost per tonne

- Maximise throughput per counter

JOB REQUIREMENTS :

a. Qualifications

- MBA Marketing

b. Skills & Functional Competencies

- Strong understanding of Sales Processes and Systems

- Markets dynamics and issues

- Product Knowledge

- CRM

- Market Research

- Inventory Management

- Channel Management

- Commercial Acumen

- Negotiation skills

Overall experience :

- 10-15 years (preferably from Paints, tyres and lubricants industry)

Personal Attributes :

- Pleasing personality

- Fluency in local language

KEY INTERACTIONS :

a. Key interaction - Internal

- Depots / C & F agents, Accounts, Secondary Logistics, CTS, Marcom Team

Nature or purpose of interaction :

- For material dispatch and timely order delivery, stock reports collections, outstanding statement issues related to existing/new depots

- Coordination for Promotional/ customer awareness events

- Branding related matters

b. Key interaction - External

- Customers, Retailers, Stockists

Nature or purpose of interaction :

- Product Information, awareness, and selling