Vertical Head

Key Result Areas Supporting Actions Market Mapping- Geographic and behavioural segmentation Analysing Market trend customer behavior on uses only price reduction OR value addition Assessement of scope scale of opportunity Industry client-specific implications recommendations and conclusions Meet existing customers to understand their applications requirements Identify new customers based on feedback received from existing customers Prepare report of mapping Geographically defining uses customerwise consumption of various products used by them Segregate customers showing interest in our product for trials Plan for product approvals for customer s application first where customer is looking for value addition To lead and implement annual Business plan for defined products which are aligned to the business goals To roll-out annual business target into monthly targets Work closely with sales team to achieve the business goal Objectives To ensure better-quality coordination with the plant and with logistics for prioritizing production according to the orders dispatches and market demands Encourage customer visits to develop better networking in the markets and improve relations across the hierarchy with key customers To review the Business Development planned for the next month and assess the progress on development Take pricing calls within the norms provided Provide lead inputs for IMM for monthly demand forecasting and back casting Managing and building Channel partners to enhance market share To focus on the regions wherein there is a need of good channel partners Ensure that Standard operating procedures to appoint a right channel partner for selection is followed Ensure proper agreements for existing and new distributors Review channel performance on a periodic basis and set targets Training -sales team Streamline new application Routine business once new application developed Troubleshooting on failures at customer end Fequent discussions with sales team on new application development Joint visit with sales team to educate them how to technically explain customer Conduct trials in their presence Prepare a guide on trouble shooting Handover the business developed on new application to sales team for routine sales activities Work with the team on timely collections for Credit management and to mitigate risk To share and review Ugahi targets across each regions To monitor and review the receivables and ensure timely collections Control over dues and ensure to minimize cases of pending receivables To review credit limits security and credit days for direct customers and distributors Conduct annual reviews of the channel and propose appropriate plans To make sure securities for the credits given to distributors Ensure that SOP and policies are followed regarding credit management People management Give clear goals to the team and build team s KRAs for the year Continually Train the team with product know-how and knowledge interactions to gather market understanding and provide inputs for new application developments Monitor and review team s performance on monthly basis and according to the HR policies Ensure implementation of all the HR processes and policies Promotions awareness Ensure brand promotion and awareness across the region assigned Prepare an annual calendar and Ensure participation in important exhibitions for business networking and brand building Prepare advertising promotion strategy and implement print media magazines journals for brand promotion once approved Collaborate with Technical Institutes for New Product development or Technical know-how of existing products