Channel Relationship Manager- NT

Aditya Birla Group

Mumbai, India

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Posted 7 days ago
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Job Description

Job Purpose

Plan assign and monitor Customer wise targets in line with regional plan achieve sales share of business realization and collection target. Nurture relations by building affinity with all touch points in corporate office and increase share of business in each Customer. Liaison with structural engineers Government officials & influencers to promote UltraTech as a brand and identify cross selling opportunities.

Job Context & Major Challenges

UltraTech has a consolidated capacity of 137.85 Million Tonnes Per Annum (MTPA) of grey cement. UltraTech has 23 integrated manufacturing units 29 grinding units one Clinkerisation unit and 8 Bulk Packaging Terminals. With 230+ Ready Mix Concrete (RMC) plants in 100+ cities UltraTech is the largest manufacturer of concrete in India. It also has a slew of speciality concretes that meet the specific needs of discerning customers. The Building Products business is an innovation hub that offers an array of scientifically engineered products to cater to new-age constructions. The market has strong regional Indian and MNC players in each Zone and has strong brand competition. The challenge will be to create compelling differentiation in Cement sales for achieving premium in pricing & exceeding Customers expectations through service excellence. Align & adopt a One UltraTech approach and leverage on strong relationship with channel partners to provide end to end construction solutions and stay ahead of the competition. Mission of the company is To be the leader in Building Solution.

Key Result Areas

	KRA (Accountabilities) (Max 1325 Characters)	Supporting Actions (Max 1325 Characters)
KRA1	Branding and Improving Brand Equity	. (R) Identify the locations for the hoarding placement, wall paintings etc. and timely distribution of the sales promotion material . (R) Organize promotional activity as per the plan for Territory in order to drive positive brand equity index . (R,A) Create awareness of value added services like Mobile Lab, Information Centre, Toll Free Number etc for dealers, retailers and end customers
KRA2	Business Delivery	. (R) Ensure easy availability and replenishment of allied products as per agreed SLAs, communication of pricing, discounts of allied products to UBS outlets . (R) Ensure the achievement of the sales target for the Depot (including UBS allied products) at agreed price positions . (R) Ensure timely collection of payments for keeping receivables under control / follow-up for timely collection of payment against sold material in the assigned area . (R) Explore the possible locations for new inventory points within the assigned territory in line with i2 network analysis . (R) Follow up with Zonal coordinator-UBS for setting up of UBS of identified counters
KRA3	Business Development	. (R) Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers
KRA4	Channel Management	. (R) Collect the security deposit at the time of appointment dealer and enhance it according to the norms of the company and exposure in the market place . (R) Ensure that UBS outlets deal in all category of products . (R) Identify channel partners for prospective UBS format and develop UBS stores . (R) Monitor dealer's / customer's credit worthiness and alert management in case of any adverse developments . (R,A) Adhere to call cycle plan, collect the orders & payments and update SFA on real time basis . (R,A) Execute the retailer meets, counter meets for sub dealers in assigned area . (R,A) Track retailer level sales, stock replenishment through continuous monitoring
KRA5	Competition Tracking	. (R) Obtain first hand information about competitors at retailer level on Cemtrak parameters (NR, DOD, CS, ACV, MS)
KRA6	Customer Service and Responsiveness	. (R) Provide effective customer care service and attend the product and service related queries and resolve grievances as per SLAs to ensure customer loyalty and satisfaction
KRA7	Influencer Management	. (R,A) Organize sales promotion activity at all UBS outlets and promote UBS outlets through technical / sales meet
KRA8	Sales and Marketing Plan	. (R) Derive sales plan with dealer and retailer, product-wise, month wise to ensure desired counter share and market share achievement