Territory Sales Head

Business

Cement HO

Unit

BPD

Location

PoornataPosition

Numberofthejob

Reportsto:

Poornata

PositionNo

Poornata Position

Titleofthejob

Territory Sales Head

Reports to:

Poornata

PositionTitle

Zonal Head Sales

Function

Sales & Marketing

Reports to:

Function

Sales & Marketing

Department

Marketing

Reports to:

Department

Marketing

Dateof Last

Updation / Approval

To plan and procure orders, service and maximize the sales, realization, and collection of BPD products for the assign territory to meet the organizational objectives and to enhance the turnover by widening the customer base.

The Building Product Division - Chemical Construction Industry plays a crucial role in nation-building by offering innovative building solutions and employing cutting-edge technology that has revolutionized the construction business. The introduction of new-age solutions has significantly streamlined construction processes, allowing customers to complete construction activities more efficiently, ultimately contributing to the progress of India's infrastructure development.

UltraTech Cement has established UltraTech Building Products Division (BPD) to provide complete sustainable solutions to customers and to be 360 Degree building material destination. UltraTech Building Products division manufactures and markets technologically re-engineered products for construction and infrastructure industry.

BPD offers an array of scientifically engineered products to cater to new-age constructions. Aerated Autoclaved Concrete (AAC) blocks are economical, light-weight blocks ideal for high-rise buildings, Dry Mix Products and Waterproofing Product.

The sub-sectors of Building Products (like tiles adhesives and flooring, waterproofing, sealants, repair products etc.) are highly fragmented with a large number of small, local players in addition to a few big players. While this may lead to severe local competition and price sensitivity, the fragmentation also provides significant long-term opportunity for deep-pocketed players with the patience to build brands and distribution networks for the long run.

The Indian construction chemicals market is at a nascent stage and is attracting a lot of attention from foreign as well as domestic market participants including infrastructure developers, chemical manufacturers and institutional investors regarding set up of construction chemicals production facilities making foray into manufacturing operations in India.

Some major trends in India construction chemicals market are the increase in investment in R&D, entry of new players, adoption of sustainable products and technological advancements. Rising construction of new buildings and renovation activities across India is expected to boost the overall demand for construction chemicals in the near future.

Other key Challenges include-

1. Unlike the FMCG industry, where separate management lines are established for each product category, BPD manages all of its 63 SKUs under a single management line, resulting in a more complex and less organized structure.
2. Operating across India, the business faces the challenge of adapting to varying consumer preferences that shift with geographic locations.
3. The distribution of responsibilities based on geography is significantly larger in scope compared to the competitors.
4. To minimize waste resulting from product expiry, it's important to strategically position inventory, taking into account the product's shelf life.

Business Delivery

• Prepare and contribute to the company's sales plan by reviewing performance and examining potential growth.
• Responsible for forecasting sales of the territory under them with the help of past data and considering market trends.
• Oversee order processing to ensure accurate and timely deliveries, managing inventory efficiently.
• Break down targets into manageable goals for the sales team.
• Implement a robust sales pipeline management system.
• Regularly review and update the sales pipeline, ensuring accuracy and timeliness.
• Streamline the sales process to improve efficiency and productivity, ensuring that leads are effectively converted into sales.
• Identify and acquire new customers within your territory, including builders, contractors, architects, and distributors.
• Translate sales strategies into actionable plans for the sales team.
• Monitor the progress of deals through various stages of the sales cycle.
• Examine the weekly productivity through briefings with CRMs to build an effective and updated project database with proper documentation.
• Segment your customer base to tailor your approach and resources based on the specific needs and characteristics of different customer groups.
• Regularly review and analyze sales data to gain insights into performance, identify trends, and make data-driven decisions.
• Promote innovative product solutions and technologies to differentiate your company and stay ahead of the competition.
• Define and monitor key performance indicators (KPIs) for the territory, such as sales targets, revenue growth, and customer acquisition.
• Regularly assess and address performance gaps.

Network Management

• Coordinating with supply chain manager and Plant Managers for deliveries.
• Foster strong relationships with existing customers, distributors, contractors, and key influencers within the territory.
• Provide support and resources to channel partners to help them sell the products effectively.
• Collaborate on marketing initiatives, promotions, and product launches.
• Develop competitive proposals for potential and prospective clients.
• Devise CRM activities & conduct the same. Ensures regular Applicator/counter/architects meets in the region. Monitors the technical services and support activities
• Set targets for distributors/dealers and monitor performance.
• 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

Distributor/Dealer Target & Performance

• Frequently visit dealer and retailer stores to gain insight into any grievances they may have.
• Subsequently, take proactive steps to address these issues and strengthen our network.

Complaint Handling

• Anticipatepotentialissues and proactively address them. Promptly resolve any problems or concerns raised by customers to build trust and confidence.

Customer Relationship Building

• Offer customized solutions based on the unique requirements of each customer.
• Organize events specifically designed for relationship building, such as customer appreciation dinners, networking events, or industry conferences.
• Schedule regular check-in meetings with key customers.

Product Placement

• Maximize the reach of the distribution network and ensure the availability of our products in retail outlets.

Market Expansion & Penetration

• Identify and onboard new distributors, retailers, and channel partners to expand the company's network within the territory.
• Assess potential partners capabilities and alignment with the company's objectives.
• Explore opportunities for expanding the company's presence in adjacent markets or regions within the territory.

Business Development

• Develop and maintain relationships with key clients and stakeholders.
• 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.

Pricing

• Continuously monitor the pricing strategies of competitors in the territory to stay competitive.
• Ensure that any changes in pricing are effectively communicated to the sales team, channel partners, and customers.

Competitor Tracking

• Continually seek competition information to understand gaps and critically evaluate it.
• Ensure that critical information is passed on to the management for strategic purposes.
• Interact with the customers & collects information on prices, discounts, incentive schemes etc.

Stakeholder Management

• Collaborate with the marketing department to implement marketing campaigns, promotional materials, and advertising that support sales efforts.
• Collaborate with other departments such as marketing, logistics, and product development to ensure alignment with territory sales goals.
• Seek help from Operation personnel to attend product quality grievances of the customer.
• Coordinate with supply chain manager and Plant Managers for deliveries.

Brand Strategy & Improving Brand Equity

• Develop and implement effective sales strategies tailored to the unique characteristics of the territory.
• Align strategies with the company's overall sales and revenue goals.

Product Knowledge

• Possess an in-depth understanding of the cement and construction industry, as this knowledge is indispensable for effective decision-making and strategizing.
• Visit the customer concreting sites and anticipates customer expectations.

Commercials & Payment Collection

• Coordinating with the commercials department to ensure all credit customer base is well monitored through continuous reconciliations.

Technical & Influencer management

• Encourage employees to engage with the empaneled influencers (like applicators, architect etc.), further strengthening relationships and expanding the company's network.
• Identify and research key influencers in the building and construction industry who have a significant presence and get them empaneled.

Team Management

• Uphold the morale and productivity of the team, ensuring that they consistently meet and exceed their sales targets.
• Provide adequate training to ensure that the team possesses a comprehensive understanding of the products they are promoting in the market.
• Conduct periodic performance reviews for the sales team of CRMs providing feedback and setting improvement plans.

Channel Relationship Manager

Adhere to call cycle plan, achieve sales and collection targets by maintaining relationship with channel partners in an assigned area (Territory) and effective communication of sales promotion activities to achieve set objectives.

RelationshipType

(InternalorExternal)

Frequency&Nature

Internal

Plant Logistics Head

Ensuring the delivery of products on time

RH Sales

Coordinating with the TSH cement to get leads and fulfill the customer needs.

RH Tech

As and when, to take technical support and help in launching new products.

RH-HR

As and when to help in recruiting, training, and dealing with manpower issues.

RCH

As and when, to deal with negotiation and close the vendor agreements.

ZH-BPD

Report the ZSH with the sales of the month and discuss territory wise sales target with them.

AH-TCS

As and when, to take help in addressing technical issues related to Product, organizing sales promotion activities etc. on day-to-day basis.

TM-TCS

As and when, to resolve technical issues related to product on day-to-day basis.

UTec

To discuss the new opportunities that need to be catered to by the salesforce and how the network needs to be used for the overall benefit of the business

External

Vendor

Visit and maintain relationships with them to get full utilization of resources.

Govt Officials

As and when to understand the market and policy related issues.

Dealer

Visit and maintain relationship with them.

Retailer

Visit and maintain relationship with them and understanding their grievances.

Transporter

Frequently to coordinate in timely delivery of products.

Applicators & Influencers

Frequently to ensure that the channel partners are well versed with our products and are comfortable with the application of these products.