06/12 Antara
Associate at Reliance Industries Limited

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RIL - State Head - Sales - PetroRetail (14-15 yrs) Premium

Anywhere in India/Multiple Locations Job Code: 641585

To lead petroleum Retail Business in the state for implementing/ achieving set goals for MS/ HSD business, maximize sale of ALPG, lubricants through network of distributors, dealers & TCC#s and income through hospitality. To establish effective communication with internal & external stakeholders.

Job Accountabilities:

- Draw plan of action for achievement of set targets

- Assess market potential& fix volumes & margin, targets keeping in line with our market share objective for the state

- Allocate targets within the team i.e. setting AM / RO / Distributor/ dealer wise targets

- Effectively handling of channel issues, customer compliance & keep the channel partners motivated & compliant as per our corporate guidelines/ SOPs

- Ensure effective communication & periodic visits to dealers, distributors, customers to understand & appreciate their concerns & drive resolutions

External Customer satisfaction

- Review customer feedbacks & complaints and initiate appropriate corrective actions to prevent recurrence with support of team. Orient team/ channel partners towards customer.

- Ensure deviations identified in internal audits are tracked & resolved.

Review& analyse market competitiveness i.e. network strategy, pricing, promotions, product gaps

- Provide inputs on market operating policies to product/ business head to sync pricing policy with market

- Monitor distributor performance & provide feedback/ inputs to maximize their effectiveness in appointing dealers.

- Monitor sales, stock& outstanding of dealers & plan strategies to enhance our presence with support on marketing assistance & demand generation activities

Local boundary management

- Make timely interventions to ensure no adverse legal actions are initiated against the company by any statutory authorities.

- Coordinate with corporate legal & provide inputs required for making proper representations. Work to get the legal cases disposed in company#s interest.

Plan& effectively monitor sales promo campaigns, demand generation programs and customer acquisitions for business to drive the sales.

- Plan sales promotional activities in field with available budgets & deliver expected incremental improvements

- Propose & seek additional support, if required, for sales promotions from product/ business head

Ensure periodic reviews, trainings & accompaniment in the field with AMs, TCMs to enable them to achieve their set targets & build performing teams.

- Ensure monthly meetings are conducted, review performances for previous month & revised goals/ targets for the current month.

- Share the best practices from the field/ performing AM to motivate them.

- Review training needs& conduct programs to meet required competency levels.

Budget compliance

- Continuously monitor the operating budgets to keep at planned level.

- To optimise operating expenses

Skills Required:

- Strategic Direction & Leadership

- Developing& Managing Relationships

- Result driven & Ownership mind-set

- Analytical Thinking & Numeric Skills

- Managing Complexity & Risk & Compliance

- Contracting-Laws& implementation

- Refining Process & Knowledge

- Regulatory Environment & Commercial Laws

Minimum 14-15 year of experience in sales & operations

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